To use the sales call allocation grid,Spence must classify each of his accounts in terms of their need and ability to pay for his product and:
A) his company's competitive position with that customer.
B) the account-opportunity.
C) who the decision maker is.
D) the company's geographic location relative to the customer's location.
E) the company's geographic location relative to his company's nearest distribution center.

Question

Quizplus · Accepted Answer

The sales call allocation grid considers the need and ability to pay for the product as well as the company's competitive position with that customer. Classifying accounts based on the decision maker, geographic location, or proximity to distribution centers may be relevant in other sales strategies, but not for the sales call allocation grid.

To Use the Sales Call Allocation Grid,Spence Must Classify Each