Bill 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

Quizplus · Accepted Answer

Bill should allocate the greatest portion of his time to the A and B accounts because they are the accounts with the highest potential for sales and should be given the most attention. However, he should also make sure to not neglect the C accounts as they still have potential for growth. Turning over the A accounts to an account manager may not be the best choice as Bill should still maintain contact and involvement with his top accounts. Spending most of his time attempting to develop B accounts into A accounts may not be efficient as there may be limits to the amount of growth that can be achieved. Dividing his time equally among the accounts does not make sense as not all accounts have the same potential for sales. Finally, allocating his time only to weak competitive position but high opportunity accounts may lead to missed opportunities in his top accounts.

Bill Is in the Process of Reviewing His Accounts