Author Question: Rhonda is attempting to classify a new account. She believes the account could be very profitable, ... (Read 34 times)

ss2343 · **on:** Jun 28, 2018

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?
a. Assign the account to a telemarketer until a breakthrough is made.
b. Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
c. Allocate a small portion of her time to the account until her competitive position improves.
d. Avoid calling on the account until her competitive position improves.
e. Attempt to maintain her competitive position while prospecting for new accounts.

Question 2

Industrial firms lack the flexibility of their consumer-goods counterparts in moving into and out of market segments.

Indicate whether the statement is true or false