Ella is a salesperson at SalesQuarter Inc. She performs a two-factor analysis for classifying an account and finds that the account is less attractive, offering low opportunity. In this scenario, which of the following selling strategies should Ella follow?
A) She should make a heavy investment of resources in this account .
B) She should allocate a moderate level of selling effort in order to maintain the current competitive position.
C) She should make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
D) She should use alternatives like telemarketing, direct mail, and the Internet.
E) She should engage in a moderate level of investment on the resources in this account.

Question

Quizplus · Accepted Answer

Given the account is less attractive and offers low opportunity, Ella should opt for a cost-effective selling strategy that doesn't require heavy investment in resources or effort. Utilizing alternatives like telemarketing, direct mail, and the Internet (option D) allows for maintaining presence and possibly generating sales without the significant expense associated with more intensive selling strategies. This approach is suitable for accounts that are not expected to yield high returns.

Ella Is a Salesperson at SalesQuarter Inc