The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity but high sales organization strength. This suggests which of the following sales resource assignments?
a. Invest a high level of sales resources to take advantage of opportunity.
b. Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU.
c. Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units.
d. Invest a moderate level of sales resources to maintain current position.
Answer: D
Learn More :
B2B Chapter 14
- To identify coverage gaps across territories and to better match sales resources with market opportunity, the GE process for accomplishing territory alignment involves
- Which of the following are influences on the potential level of sales in a particular territory?
- When a salesperson attains rewards on a personal basis, such as feelings of accomplishment or self-worth, this is a an example of:
- A salesperson's job performance is a function of:
- ____ is the amount of effort a salesperson desires to expend on each of the activities or tasks associated with his or her job.
- Which of the following topics must be part of a business firm's salesperson training programs?
- Research suggests that successful national account units:
- When compared to a traditional selling focus, a key account selling focus is different in which of the following ways?
- A key account represents a customer who:
- Organization of the sales force depends on the:
- The second phase of for selecting key accounts:
- The first phase of for selecting key accounts:
- The final phase of for selecting key accounts:
- ____ is a measure of the total business opportunity for all sellers in a particular market.
- The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?
- The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity and high sales organization strength. This suggests which of the following sales resource assignments?
- Job satisfaction is theorized to decline when the salesperson's perception of his/her role is:
- Motivation to perform is thought to be related strongly to:
- Responsibility for recruiting salespersons may lie with:
- A key account represents a customer who:
- A _____ sales organization is especially appropriate when the product line is large or diverse.
- The primary objective of the organizational selling center include:
- The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?
- The characteristic of a sales territory that refers to the degree to which potential is available in the larger accounts in a particular territory is called: