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:

Team Excellence

This term denotes the highest standard of performance and cohesion achieved by a group working effectively towards common goals.

Larson and LaFasto

Researchers known for their study on team excellence, identifying factors that contribute to the effectiveness of teams.

Team Leadership Model

A framework for understanding how leadership can effectively influence team dynamics, cohesion, and performance.

Gender

Socially constructed roles, behaviors, expressions, and identities of girls, women, boys, men, and gender diverse people.