Rhonda Is Attempting to Classify a New Account

question 108

Multiple Choice

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

• A) Assign the account to a telemarketer until a breakthrough is made.
• B) Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
• C) Allocate a small portion of her time to the account until her competitive position improves.
• D) Avoid calling on the account until her competitive position improves.
• E) Attempt to maintain her competitive position while prospecting for new accounts.

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Definitions:

Problem or opportunity

A situation that presents difficulties needing to be solved or chances that offer possibilities for positive outcomes.

Choosing a course

The process of selecting an educational or training path that aligns with one's interests, career goals, or academic requirements.

Decision-making model

A conceptual framework or process used to make systematic and informed choices among available options.

Vroom, Yetton, and Jago

Refers to a model of decision-making that outlines how leaders can choose among different leadership styles based on certain situational variables.