_____ classifies accounts on the basis of the company's competitive position with an account along with the account's sales potential.
A) ABC analysis
B) Product differentiation
C) Cloverleaf analysis
D) The sales call allocation grid
E) Market basket analysis

Question

Quizplus · Accepted Answer

The sales call allocation grid is a tool that classifies accounts based on their competitive position and sales potential. It helps sales managers to determine the frequency of sales calls and the level of resources to allocate to each account. ABC analysis is a method of ranking accounts based on their sales volume, product differentiation is a strategy to create unique products or services in the market, Cloverleaf analysis measures the strategic importance of accounts across multiple dimensions, and market basket analysis is a technique to understand the purchasing behavior of customers. While all of these tools are useful in sales management, only the sales call allocation grid is directly related to classifying accounts based on competitive position and sales potential.

_____ Classifies Accounts on the Basis of the Company's Competitive