Spence is a sales executive with Diamonds International. To classify his sales accounts, Spence used the sales call allocation grid. He classified each account on the basis of the needs of the customer, the customer's ability to pay, and:
A. the company's geographic location relative to the customer's location.
B. the key decision makers in the account.
C. the customer's geographic location relative to his company's nearest distribution center.
D. the time he should spend with the account.
E. the present share of the account's purchases of the product.
Answer: E
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