Reference no: EM133360173
Questions
1. Grace is attempting to classify a new account using portfolio analysis. She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace'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. Allocate a moderate level of selling effort in order to maintain the current competitive position.
2. Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?
a. Strategic line plan
b. Cloverlelaf plan
c. Circular plan
d. Leapfrog plan
e. Major city plan
3. One of the primary objectives of portfolio analysis is______.
a. to help salespeople better understand how to best allocate their resources
b. to help salespeople eliminate the 10 percent of customers producing the least amount of sales
c. to help salespeople develop a portfolio of customers
d. to help salespeople divide their customer base by product type
e. None of these is correct
4. Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in several widely dispersed groups?
a. Straight line plan
b. Cloverleaf plan
c. Circular plan
d. Leapfrog plan
e. Major city plan
5. "Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as ________.
a. CRM
b. cloud computing
c. sales force automation
d. deal analytics
e. None of these are correct