The basic objective of a decision model is to allocate sales calls to accounts that promise the highest sales return from sales calls.
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Q146: The basic concept of the portfolio model
Q147: Accounts are more attractive the higher the
Q148: The portfolio approach to allocating sales effort
Q149: Four account opportunity categories mentioned in the
Q150: The portfolio method is the most rigorous
Q152: Research shows that many firms could improve
Q153: The size of a firm's salesforce determines
Q154: Because sales increase with the addition of
Q155: It is typically more difficult to maintain
Q156: If the salesforce size needs to be
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