Spence is a sales executive with Diamonds International.To classify his sales accounts,Spence used the sales call allocation grid.He classified each account on the basis of the needs of the customer,the customer's ability to pay,and:
A) the present share of the account's purchases of the product.
B) the time he should spend with the account.
C) the key decision makers in the account.
D) the company's geographic location relative to the customer's location.
E) the customer's geographic location relative to his company's nearest distribution center.

Question

Quizplus · Accepted Answer

The sales call allocation grid is typically used to classify sales accounts based on their potential profitability to the company. In addition to the needs of the customer and their ability to pay, the grid often includes an assessment of the account's current purchases of the product or service. This helps the salesperson prioritize their efforts and tailor their approach to each account based on its potential value. Options B, C, D, and E may be factors that influence the sales call strategy, but they are not typically included in the sales call allocation grid.

Spence Is a Sales Executive with Diamonds International