Develop a portfolio classification of Brenda’s 18 new accounts. What is your assessment of the allocation of sales calls made by Brenda’s predecessor over the previous year? # Managing and Classifying Accounts## OverviewBrenda's strategic efforts in servicing and developing her accounts have led to significant growth in profitable business for NCC. Her meticulous approach to identifying new prospects and fostering repeat business with current accounts has been recognized by her sales manager and the regional vice president of sales. Due to Brenda's consistent performance, she now has the opportunity to extend her list of accounts by inheriting a portion of a retiring salesperson's accounts, expanding her territory. Brenda is currently evaluating the account information for these new additions and has compiled the details in the table below:## Account Classification Table| Account Name | Account Opportunity | Competitive Position | Annual Number of Sales Calls (Last Year) ||-------------------------------|----------------------|-----------------------|-------------------------------------------|| Maggie Mae Foods | Low | High | 23 || C³ Industries | High | Low | 28 || Trinity Engineering | High | High | 28 || Britecon Animations | High | High | 22 || Lost Lake Foods | High | Low | 26 || Attaway Global Consulting | High | High | 24 || Waits and Sons | Low | High | 21 || Reidell Business Services | High | High | 26 || Ferrell & Associates | Low | Low | 16 || Biale Beverage Corp | High | High | 18 || Captain Charlie's Travel | High | Low | 23 || Cole Pharmaceuticals | High | Low | 20 || PuddleJumper Aviation | Low | High | 18 || Tri-Power Investment Services | Low | Low | 18 || Ballou Resin & Plastics | Low | Low | 14 || Tri-Chem Customer Products | Low | High | 20 || Guardian Products | High | High | 25 || Bartlesville Specialties | Low | High | 26 |This table categorizes each account by its potential opportunity and competitive position, along with the annual number of sales calls conducted in the past year. Understanding these elements will aid Brenda in prioritizing her efforts and allocating resources

In the table below, the accounts are sorted by Account Opportunity and then by Competitive Position. Brenda should use this table to determine how much time to devote to each account, giving more attention to those at the top and less attention to those at the bottom.Account Name Account Opportunity Competitive Position Annual Nunber of Sales Calls (Last year) Trinity Engineering High High 28 Britecon Animations High High 28 Reidell Business Services High High 26 Attaway Global Consulting High High 24 Biale Beverage Corp High High 18 Guardian Products High High 25 C3 Industries High High 28 Lost Lake Foods High Low 26 Captain Charlie's Travel High Low 23 Cole Pharmaceuticals High Low 20 Maggie Mae Foods Low High 23 Waits and Sons Low High 21 Puddle Jumper Aviation Low High 18 Tri-Chem Customer Products Low High 20 Bartlesville Specialties Low High 26 Ferrell & Associates Low Low 16 Tri-Power Investment Services Low Low 20 Ballou Resin & Plastics low Low 14The accounts are arranged in the table below by the number of calls. As can be seen, the earlier salesperson invested excessive time in a small number of customers with low account opportunity (such as Bartlesville Specialties) and insufficient time in a small number of businesses with high account opportunity (e.g., Biale Beverage). Other analogies may be made by students. Use the table below as a guide. Account Name Account Opportunity Competitive Position Annual Nunber of Sales Calls (Last year) Trinity Engineering High High 28 Britecon Animations High High 28 Reidell Business Services High High 26 Attaway Global Consulting High High 24 Biale Beverage Corp High High 18 Guardian Products High High 25 C3 Industries High High 28 Lost Lake Foods High Low 26 Captain Charlie's Travel High Low 23 Cole Pharmaceuticals High Low 20 Maggie Mae Foods Low High 23 Waits and Sons Low High 21 Puddle Jumper Aviation Low High 18 Tri-Chem Customer Products Low High 20 Bartlesville Specialties Low High 26 Ferrell & Associates Low Low 16 Tri-Power Investment Services Low Low 20 Ballou Resin & Plastics low Low 14

Answered: Develop a portfolio classification of…

Business

Marketing

Develop a portfolio classification of Brenda’s 18 new accounts. What is your assessment of the allocation of sales calls made by Brenda’s predecessor over the previous year?

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

See similar textbooks

Related questions

Q: Suppose you have data on 1 firm’s quarterly sales over a 5 year period (so 20 quarters of data for…

A: Data analysis is defined as a process of applying statistical and logical techniques to evaluate…

Q: a. you cannot expect to make abnormal returns by trading on private information b. you can…

A: The efficient-market hypothesis (EMH) reflects that the financial markets are “informationally…

Q: Why might blindly trusting ABC analysis be risky?

A: ABC analysis - It is an approach for the classification of inventory items based on their…

Q: 25. The primary focus of the Statement of Activities of a not-for-profit organization is on…

A: “Since you have posted a question with multiple sub parts, we will provide the solution only to the…

Q: under the market approach, the key competitive characteristics that need to be identified include

A: b. strategies, objectives, reactive patterns, and strengths and weakness

Q: Please follow the instructions down below

A: A business plan is a document containing goals and objectives of the business and the strategies to…

Q: I need help explaning the quehstion and showing it step by step 4. Selling expenses are expected…

A: Background: The scenario presented is a case study about a couple, Steven and Sue Mahon, who have…

Q: Common trading terminologies (Long/short, Bid & ask, Spread) The different types of orders (Market,…

A: Introduction: Stock market is the place where the stocks and bonds are traded. In India it is…

Q: Providing for doubtful accounts At the end of the current year, the accounts receivable account has…

A: To determine the amount of the adjusting entry for doubtful accounts under each of the assumptions…

Q: At December 31, the Wendy Company has ending inventory with a historical cost of $633,000 valued…

A: The first adjusting entry eliminates the opening balance of the inventory account by crediting…

Q: Where does Amazon save the information needed to manage its sales system, what format does it use,…

A: Amazon is one of the world's largest e-commerce companies, and it relies on a complex sales system…

Q: CVBs in the U.S. may be funded by all of the following methods, except which one? a. membership…

A: A business organization is a legally recognized entity that is designed to provide goods and…

Q: of information does Amazon require for managing its sales system, how does Amazon store that…

A: Platform model is where customer and producer can be same entity. This is a consumer to consumer…

Q: Proxy company analysis can be used to accomplish which of the following: a. Help define appropriate…

A: The question concerns the use of proxy company analysis and its application in achieving certain…

Question

100%

Develop a portfolio classification of Brenda’s 18 new accounts. What is your assessment of the allocation of sales calls made by Brenda’s predecessor over the previous year?

# Managing and Classifying Accounts

## Overview

Brenda's strategic efforts in servicing and developing her accounts have led to significant growth in profitable business for NCC. Her meticulous approach to identifying new prospects and fostering repeat business with current accounts has been recognized by her sales manager and the regional vice president of sales. Due to Brenda's consistent performance, she now has the opportunity to extend her list of accounts by inheriting a portion of a retiring salesperson's accounts, expanding her territory. Brenda is currently evaluating the account information for these new additions and has compiled the details in the table below:

## Account Classification Table

| Account Name | Account Opportunity | Competitive Position | Annual Number of Sales Calls (Last Year) |
|-------------------------------|----------------------|-----------------------|-------------------------------------------|
| Maggie Mae Foods | Low | High | 23 |
| C³ Industries | High | Low | 28 |
| Trinity Engineering | High | High | 28 |
| Britecon Animations | High | High | 22 |
| Lost Lake Foods | High | Low | 26 |
| Attaway Global Consulting | High | High | 24 |
| Waits and Sons | Low | High | 21 |
| Reidell Business Services | High | High | 26 |
| Ferrell & Associates | Low | Low | 16 |
| Biale Beverage Corp | High | High | 18 |
| Captain Charlie's Travel | High | Low | 23 |
| Cole Pharmaceuticals | High | Low | 20 |
| PuddleJumper Aviation | Low | High | 18 |
| Tri-Power Investment Services | Low | Low | 18 |
| Ballou Resin & Plastics | Low | Low | 14 |
| Tri-Chem Customer Products | Low | High | 20 |
| Guardian Products | High | High | 25 |
| Bartlesville Specialties | Low | High | 26 |

This table categorizes each account by its potential opportunity and competitive position, along with the annual number of sales calls conducted in the past year. Understanding these elements will aid Brenda in prioritizing her efforts and allocating resources

Expert Solution

This question has been solved!

Explore an expertly crafted, step-by-step solution for a thorough understanding of key concepts.

This is a popular solution!

SEE SOLUTION Check out a sample Q&A here

Step 1

VIEW

Step 2

VIEW

Step 3

VIEW

Trending now

This is a popular solution!

Step by step

Solved in 3 steps

SEE SOLUTION Check out a sample Q&A here

Similar questions

Which of the following would NOT be a factor that would influence basic financial planning decisions? Question 3 options: Family experiences Medical history Medical issues Past interest rates
You are given the following information regarding sales and inventory levels over time for your firm: Sales $12,502.00 2011 $13,456.00 2012 $17.845.00 2013 $15,326.00 2014 Year 2010 $7.270.83 $9,237.10 $8,108.59 $14.464.00 $7.722.41 Given this information, determine the level of safety stocks that the firm holds. O $1.512.02 $1.242.55 O$1.309.91 O $1,444.65 Inventory $6,843.44 O $1,377.28
What is the main reason lenders pay borrowers' property taxes through a pre-paid escrow account? It prevents a tax lien from being applied to the home. The tax lien would be senior to the mortgage lien. It prevents the borrower from refinancing with another lender because they would lose all of their escrow funds. It allows the lender to earn interest on the pre- paid tax money as itsits in the account. It allows the lender to take advantage of corporate tax deductions.
A prospectus is provided to disclose information when the corporation is selling new issues of securities to potential investors. True or False True False
Follow the directions below
McMaskers has a negative cash to cash cycle. From this information alone, McMaskers is a. losing money b. managing its working capital well c. heavily investing in new equipment d. not product centric
There are several factors that should be taken into account when storing information. List and explain two (2) of these factors if you were wanting to store information that you would need to access in 20 years time.
Expenses on a statement of income are listed in no particular order under ASPE. from smallest to largest under IFRS. in alphabetical order under IFRS. by their nature or function under ASPE.
Explain the purpose of footing and cross-footing the sales journaland tracing the totals to the general ledger
How do subscription box models, like those used by companies such as Birchbox or Blue Apron, differentiate themselves and maintain customer engagement over time?
Dog Subject: acounting
Identify three items often found in Required Supplementary Information. (Accounting for Governmental and Not-for-Profit Organizations)