Author Question: Ella is a salesperson at SalesQuarter Inc She performs a two-factor analysis for account ... (Read 152 times)

NguyenJ · **on:** Jun 28, 2018

Ella is a salesperson at SalesQuarter Inc She performs a two-factor analysis for account classification and finds that the accounts are less attractive, offering low opportunity. Ella realizes that her accounts are in a weak competitive position. In this scenario, which of the following selling strategies should Ella follow?
A) She should engage in heavy investment on the 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 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 advertise through telemarketing, direct mail, and the Internet.

Question 2

In the problem-solving selling approach, competitors' offerings are never included as alternatives in the purchase decision.

Indicate whether the statement is true or false