When the sales resource opportunity grid indicates a low PCU and a high PCU sales organization strength, the firm should invest a moderate level of sales resources to keep current position strength.

Question

Quizplus · Accepted Answer

When the sales resource opportunity grid shows low PCU (potential customer units) but high sales organization strength, it suggests that the firm already has a strong position in a market with limited growth potential. Therefore, a moderate investment is appropriate to maintain the current position without overcommitting resources.

When the Sales Resource Opportunity Grid Indicates a Low PCU