Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?
A) Assign the account to a telemarketer until a breakthrough is made.
B) Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
C) Allocate a small portion of her time to the account until her competitive position improves.
D) Allocate a moderate level of selling effort in order to maintain the current competitive position.
E) Both A and C above are good options

Question

Quizplus · Accepted Answer

Since Grace believes she is in a strong competitive position, allocating a moderate level of selling effort to maintain her current position would be the best strategy. Investing heavily may not be necessary, and allocating only a small portion of time may not be sufficient to maintain her position. Assigning the account to a telemarketer is not an effective strategy for building a strong relationship with the account. Therefore, Option D is the best choice.

Grace Is Attempting to Classify a New Account Using Portfolio