Author Question: Steve is a salesperson for the Cloud Nine Corporation. His territory includes 50 established ... (Read 53 times)

Charlie · **on:** Jun 28, 2018

Steve is a salesperson for the Cloud Nine Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he prefers to call on his existing accounts. Which of the following is most likely the reason why Steve resists prospecting?
A) He is afraid of rejection.
B) He does not believe it is necessary.
C) He knows it always leads to failure.
D) His established accounts will generate enough future revenue.
E) If he loses sales volume, he can quickly regain it without prospecting.

Question 2

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity but high sales organization strength. This suggests which of the following sales resource assignments?
A) Invest a high level of sales resources to take advantage of opportunity.
B) Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU.
C) Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units.
D) Invest a moderate level of sales resources to maintain current position.