Consider Figure $18-5,$ which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. D represents which account management policy?

Figure $18-5$

accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible

$$ accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts

accounts that offer little opportunity and the sales organization position is weak

accounts that should receive a high level of sales calls and service to retain and possibly build accounts