Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Question

Quizplus · Accepted Answer

The salesperson is using portfolio analysis, which involves classifying accounts based on two factors (sales potential and relationship strength) to create a matrix with four categories: high potential/high relationship, high potential/low relationship, low potential/high relationship, and low potential/low relationship. This method helps the salesperson identify which accounts require more attention and which have the most potential for growth.

Suppose a Salesperson Is Classifying Accounts Based on the Level