from turboinventory.com
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. The classification scheme reflects the relative attractiveness of the various customers and is used to direct sales effort.[1]
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.
References
- ^ American Marketing Association, AMA Dictionary.