When using a two-factor analysis to classify accounts based on account opportunity and competitive position, which of the following should a salesperson allocate most of his or her selling effort to?
A) high opportunity and strong competitive position
B) high opportunity and weak competitive position
C) low opportunity and strong competitive position
D) low opportunity and weak competitive position

Question

Quizplus · Accepted Answer

The salesperson should allocate most of his or her selling effort to high opportunity and strong competitive position accounts because these accounts offer the best chance for success in terms of both revenue generation and competitive advantage.

When Using a Two-Factor Analysis to Classify Accounts Based on Account