Definition
from turboinventory.com
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. The classification scheme reflects the relative attractiveness of the various customers and is used to direct sales effort.
ABC analysis is an approach for classifying accounts based on their attractiveness. “A” accounts are the most attractive, while “C” accounts are the least attractive.
See Also
References
- American Marketing Association, AMA Dictionary.