When a Firm's Competitive Position Is Strong, and Account Opportunity

question 14

Multiple Choice

When a firm's competitive position is strong, and account opportunity is high, the selling effort strategy should be to:

• A) perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts.
• B) provide minimal selling effort to accounts and replace the personal selling effort with advertising.
• C) invest heavy selling effort in accounts to take advantage of opportunity and maintain/improve competitive position.
• D) invest sufficient selling effort in accounts to maintain current competitive position.
• E) provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis.

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Definitions:

General Partner

A member of a partnership who has unlimited liability and is actively involved in the management of the partnership.

Business Management

The act of organizing, planning, leading, and controlling resources to achieve specific business objectives.

Venture Capitalism

The practice of investing in early-stage companies with strong growth potential in exchange for equity stakes.

Equity Stake

An ownership interest in a company through the holding of its stock, indicating a financial share in the entity's assets and profits.