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

question 38

Multiple Choice

When a firm's competitive position is weak, and account opportunity is low, 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.

---

Definitions:

Internal Control Systems

Methods and systems adopted by an organization to maintain the accuracy of its financial and accounting records, ensure responsibility, and deter deceit.

Efficient Operations

Activities optimized to use the least amount of resources to achieve the desired level of output.

Protecting Assets

Implementing security measures to safeguard a company’s tangible and intangible assets from loss, theft, or damage.

Reliable Accounting

Accounting practices that are consistently accurate and trustworthy, providing a true and fair view of an organization's financial situation.