Hancock Distribution Company Characterizes Its Customers According to Their Yearly

Multiple Choice

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.