When a Firm's Competitive Position Is Weak, but Account Opportunity

question 178

Multiple Choice

When a firm's competitive position is weak, but 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.
• 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:

Liberian Children

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Memory Span

The amount of information or number of items that an individual can hold in short-term memory at one time, typically assessed through tasks like repeating a list of numbers or words.

Free Recall Task

A method of assessing memory in which individuals are asked to remember and recount a list of items or events in any order without specific cues.

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