A sales call allocation grid classifies accounts according to account opportunity and strength of position.The account opportunity dimension indicates:
A) the value of resources the salesperson is able to focus on a customer.
B) how conveniently the sales rep is able to contact a customer and travel to the customer's location.
C) how much a customer needs the product and whether he/she is able to pay for the product.
D) how strong the company and salesperson's position are with a customer.
E) the distribution costs associated with serving a customer.

Question

Quizplus · Accepted Answer

The account opportunity dimension in the sales call allocation grid refers to how much a customer needs the product and whether they are able to pay for it. This helps to determine the potential sales opportunity for the company. Options A, B, D, and E are factors that may be considered in sales territory design, but they are not specifically related to the account opportunity dimension.

A Sales Call Allocation Grid Classifies Accounts According to Account