The Sales Resource Grid Indicates That a Particular Territory (Planning

question 47

Multiple Choice

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?

• A)Invest a high level of sales resources to take advantage of opportunity.
• B)Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU.
• C)Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units.
• D)Invest a moderate level of sales resources to maintain current position.

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Definitions:

Equipment Account

A ledger account that tracks the purchase price, depreciation, and disposal of tangible assets such as machinery and equipment used in business operations.

Operating Activity

Business functions related to producing goods or services, which are reflected in the company's cash flow from operations.

Investing Activity

Investing activity refers to the purchase or sale of long-term assets and investments, reflecting a company’s spending on acquiring and disposing of long-term assets.

Financing Activity

Transactions involving the flow of cash between a company and its owners, investors, or creditors, excluding operational and investing activities.