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Definition

Account classification is the categorization of a salesperson's customers into groups—based on criteria such as potential sales—for the purpose of developing a sales call plan. Note: The classification scheme reflects the relative attractiveness of the various customers and is used to direct sales effort.[1]

References

  1. ^ American Marketing Association. Dictionary. <https://www.ama.org/resources/Pages/Dictionary.aspx> (cited 3 April 2015).

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