In the Context of Account Characteristics and Suggested Selling Effort

question 18

Multiple Choice

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, when competitive position is strong:

• A) accounts should advertise through telemarketing, direct mail, and the Internet.
• B) accounts should advertise through posters, radio channels, billboards, and newspapers.
• C) accounts should receive minimal personal selling effort since their competitive position is already strong.
• D) accounts should receive a heavy investment where it is possible to further strengthen the seller's competitive position.
• E) accounts should receive a heavy investment of effort and resources.

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Definitions:

Idiosyncratic Phobias

Uncommon fears that are specific to individuals and not typically found in the general population.

Triskaidekaphobia

The fear of the number thirteen, often associated with superstition or cultural beliefs.

Cultural Traditions

The shared beliefs, practices, norms, values, and objects that are passed down within a society from generation to generation, shaping the identity and behavior of its members.

Major Depression

A mental disorder characterized by a persistent and severe low mood that is accompanied by low self-esteem and by a loss of interest or pleasure in normally enjoyable activities.