When using a two-factor analysis to classify accounts based on account opportunity and competitive position, which of the following should a salesperson allocate minimal 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

Accounts with low opportunity and weak competitive position should receive minimal selling effort because the potential return is low and the likelihood of winning against competitors is also low. This makes them less attractive for investment of resources compared to other categories.

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