Sales managers use the ELMS system to:
A) identify demographic characteristics so that customer needs match sales goals.
B) evaluate salespeople during annual performance appraisals.
C) match the personalities of salespeople and customers.
D) create the most efficient travel routes for salespeople.
E) categorize accounts in terms of profitability.

Question

Quizplus · Accepted Answer

Accounts are classified broadly by salespeople in the account segmentation approach. Categories or types of accounts are defined in terms such as extra-large (key), large, medium, and small, which we refer to as the ELMS system.

Sales Managers Use the ELMS System To