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

question 167

Multiple Choice

When a firm's competitive position is strong, but 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.

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Definitions:

Hippocampus

A part of the brain involved in the formation of new memories and is also associated with learning and emotions.

Limbic System

A complex system of nerves and networks in the brain, involved with instinct and mood, controlling basic emotions and drives.

Cerebellum

A part of the brain at the back of the skull in vertebrates, responsible for coordinating and regulating muscular activity.

Complex Action Planning

The process of formulating, organizing, and executing multifaceted sets of actions towards achieving a specific goal.