The Sales Resource Grid Indicates That a Particular Territory (Planning

question 2

Multiple Choice

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity but high sales organization strength. This suggests which of the following sales resource assignments?

• A)Invest a high level of sales resources to take advantage of opportunity.
• B)Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU.
• C)Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units.
• D)Invest a moderate level of sales resources to maintain current position.

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Definitions:

Statistical/Policy Capturing Method

A research method that quantitatively models the decision-making policies of individuals by analyzing their responses to various stimuli or scenarios.

Ranking Method

A method used in human resources to evaluate job positions within an organization by ordering them in a hierarchy of importance or relevance to the company's objectives.

Functional Job Analysis

is a method for understanding job roles and responsibilities by analyzing their functions within the organization.

Questionnaires

Tools used for collecting data from respondents, comprising a series of questions and other prompts for the purpose of gathering information.