A sales call allocation grid classifies accounts according to account-opportunity and strength-of-position. Account-opportunity refers to:
A)the value of resources the salesperson is able to focus on this customer.
B)how conveniently the sales rep is able to physically get to the customer's offices.
C)how much the customer needs the product and whether it is able to pay for the product.
D)how strong the company and salesperson's position are with the customer.
E)distribution costs associated with serving this customer.

Question

Quizplus · Accepted Answer

Account-opportunity refers to the potential value of the customer in terms of sales revenue, profit margin, and business growth. It also takes into account the customer's need for the product and their ability to pay for it. Therefore, option C is the best choice. The other options are either irrelevant or only partially relevant to the concept.

A Sales Call Allocation Grid Classifies Accounts According to Account-Opportunity