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:

Study of Personality

The branch of psychology that focuses on understanding individual differences in behavior, emotion, and thought patterns.

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The scientific study of animal behavior, often with a focus on behavior under natural conditions.

Evolutionary Perspective

A theoretical approach in psychology that seeks to explain mental and psychological traits as adaptations, i.e., as the functional products of natural selection.

Psychoanalytic Perspective

A theory of psychology founded by Sigmund Freud that emphasizes unconscious processes and childhood experiences as determinants of psychological development and issues.