To Use the Sales Call Allocation Grid, Spence Must Classify

question 51

Multiple Choice

To use the sales call allocation grid, Spence must classify each of his accounts in terms of their need and ability to pay for his product and:

• A)his company's strength with that customer.
• B)the account-opportunity.
• C)who the decision maker is.
• D)its geographic location relative to his home.
• E)its geographic location relative to his firm's nearest distribution center.

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Definitions:

Interest-Rate Cost-Of-Funds

The cost of borrowing money, determined by the interest rate paid on funds obtained through loans or credit.

Expected Return

The anticipated profit or loss from an investment, considering all possible outcomes weighted by their probabilities.

Top Manager

A senior executive responsible for overseeing the overall strategy and policy implementation of an organization.

Entrepreneur

An individual who organizes and operates a business venture, taking on greater than normal financial risks in order to do so.