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

question 25

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 minimal 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:

Taxable Income

The portion of an individual’s or entity’s income that is subject to income tax after all deductions and exemptions.

Progressive

A system or policy where the level of contribution or effort increases with some measure of capacity, such as a progressive tax system where higher income earns pay a higher rate.

Proportional

Relating to or denoting a relationship where elements vary together at a constant rate and a change in one element results in a corresponding change in another.

Regressive

A term describing a tax system where the tax rate decreases as the taxable amount increases, placing a greater relative burden on lower income earners.