Hancock Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a builder, a homeowner, or a government facility. This approach to segmentation is called:
A) OAKS selling.
B) multivariable account segmentation.
C) dual differentiation.
D) dual segmentation marketing.
E) total territory management.

Question

Quizplus · Accepted Answer

Multivariable account segmentation involves categorizing customers based on multiple criteria, such as their yearly sales potential and the type of account (builder, homeowner, government facility), as described in the scenario.

Hancock Distribution Company Characterizes Its Customers According to Their Yearly