Account Management Policies Are Policies That

Multiple Choice

Account management policies are policies that

A) specify how salespeople will be compensated and how sales performance will be evaluated.
B) specify which products or services will be offered to which consumers, through which outlets, and at what price.
C) specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
D) specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
E) determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.