Bill is in the process of reviewing his accounts.Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy.Bill should:
A) Spend most of his time attempting to develop B accounts into A accounts.
B) Turn over the A accounts to an account manager and begin looking for more C accounts.
C) Allocate the greatest portion of his time to the A and B accounts.
D) Allocate his time to the accounts designated as weak competitive position but high opportunity.
E) Divide his time equally among the accounts because each is as important as the other.

Question

Quizplus · Accepted Answer

The Single-Factor Analysis method typically categorizes accounts into A, B, and C groups based on their potential for sales growth and profitability. A accounts are the most valuable, B accounts have potential for growth, and C accounts are the least valuable. Therefore, it would make sense for Bill to allocate the most time and effort to the A and B accounts, as these have the greatest potential for sales growth and profitability. Turning over the A accounts to an account manager or focusing solely on B accounts would not be as effective, and dividing time equally among all accounts would not prioritize the most valuable ones. However, if Bill identifies any weak competitive position but high opportunity accounts, he should also spend time on these as they may have potential for growth.

Bill Is in the Process of Reviewing His Accounts