The Sales Resource Grid Indicates That a Particular Territory (Planning

question 2

Multiple Choice

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity but high 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:

Superego

The part of the personality in psychoanalytic theory that reflects moral standards and strives for perfection.

Secondary Traits

Personality traits that are less consistent and more dependent on the situation, influencing behavior in specific contexts rather than across all situations.

Preferences

Individual inclinations or choices between alternatives, often reflecting personal tastes, values, or desires.

Propriate Functional Autonomy

An Allport's concept indicating that certain activities or behaviors become goals in themselves, independent of their original motives.