The portfolio approach to allocating sales effort provides a comprehensive account analysis that can be adapted to the specific selling situation faced by any firm.

Question

Quizplus · Accepted Answer

The statement is true as the portfolio approach involves the analysis of the entire account base and categorizing them into different segments based on their potential and profitability, which can help in determining the appropriate sales effort allocation. This approach can be customized according to the unique selling situation of each firm.

The Portfolio Approach to Allocating Sales Effort Provides a Comprehensive