Salespeople using the ________ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

A) account segmentation
B) market diversification
C) undifferentiated selling approach
D) territorial development
E) market penetration

Account Segmentation

The process of dividing customers into groups based on specific criteria to tailor sales strategies and marketing efforts.

Territorial Development

The strategic planning and execution of growth initiatives within a specified geographic area to enhance market presence and sales.

Heterogeneous Needs

The varying and diverse needs or desires of customers within a market, highlighting the importance of tailored marketing and sales approaches.