Asked by
Viridiana Martin
on Nov 08, 2024
Verified
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.
Multivariable Account Segmentation
An approach to dividing customer accounts into groups based on multiple criteria such as demographic, psychographic, and behavioral factors for targeted marketing or sales strategies.
Dual Differentiation
A strategy where a company simultaneously pursues distinctiveness in both its product offerings and its market positioning.
- Master the essential tenets and practical application of multivariable account segmentation in sales strategies.
Verified Answer
MD
Learning Objectives
- Master the essential tenets and practical application of multivariable account segmentation in sales strategies.