When Using a Two-Factor Analysis to Classify Accounts Based on Account

question 71

Multiple Choice

When using a two-factor analysis to classify accounts based on account opportunity and competitive position, which of the following should a salesperson allocate most of his or her selling effort to?

• A) high opportunity and strong competitive position
• B) high opportunity and weak competitive position
• C) low opportunity and strong competitive position
• D) low opportunity and weak competitive position

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Definitions:

Human Behavior

The range of actions and mannerisms exhibited by humans in conjunction with their environment, social structures, and culture.

Determination

The firmness of purpose or the resolve to achieve a goal despite obstacles or difficulties.

McGregor's Theory X

A management theory that assumes employees are inherently lazy and will avoid work if they can, requiring strict supervision and control.

Financial Incentives

Monetary rewards given to motivate employees, increase productivity, or achieve certain business goals.