Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?
a. Assign the account to a telemarketer until a breakthrough is made.
b. Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
c. Allocate a small portion of her time to the account until her competitive position improves.
d. Avoid calling on the account until her competitive position improves.
e. Attempt to maintain her competitive position while prospecting for new accounts.
Question 2Industrial firms lack the flexibility of their consumer-goods counterparts in moving into and out of market segments.
Indicate whether the statement is true or false
Question 3Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?
a. Single-factor analysis
b. Portfolio analysis
c. Sales volume analysis
d. Most Likely Sales (MLS) analysis
e. Least Likely Sales (LLS) analysis
Question 4Compared to centralized buyers, decentralized purchasing units emphasize short-term cost efficiency.
Indicate whether the statement is true or false
Question 5Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:
a. Spend most of his time attempting to develop B accounts into A accounts.
b. Turn over the A accounts to an account manager and begin looking for more C accounts.
c. Allocate the greatest portion of his time to the A and B accounts.
d. Allocate his time to the accounts designated as weak competitive position but high opportunity.
e. Divide his time equally among the accounts because each is as important as the other.
Question 6The information needed for micro level segmentation in the business market can usually be drawn from available secondary sources.
Indicate whether the statement is true or false
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