What specific suggestions would you make in terms of sales call allocation strategy for Brenda to make better use of available selling time in calling on these new accounts?
What specific suggestions would you make in terms of sales call allocation strategy for Brenda to make better use of available selling time in calling on these new accounts?
Chapter1: Financial Statements And Business Decisions
Section: Chapter Questions
Problem 1Q
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2. What specific suggestions would you make in terms of sales call allocation strategy for Brenda to make better use of available selling time in calling on these new accounts?
Transcribed Image Text:MANAGING AND CLASSIFYING ACCOUNTS
10
Brenda's planning and extra effort in servicing and developing her accounts continue to produce increasing levels of profit-
able business for NCC. Her methodical approach to identifying new prospects and building repeat business within her existing
accounts has been observed by her sales manager as well as the regional vice president of sales. As a result of Brenda's consistent
performance, she has been given the opportunity to expand her current list of accounts by taking over part of the account list of
a retiring salesperson and integrating them into an expanded territory. Brenda is working through the account information files
for each of these added accounts and has summarized the information into the following table.
Account Name
Maggie Mae Foods
C³ Industries
Trinity Engineering
Britecon Animations
Lost Lake Foods
Attaway Global Consulting
Waits and Sons
Reidell Business Services
Ferrell & Associates
Biale Beverage Corp
Captain Charlie's Travel
Cole Pharmaceuticals
Adding Value: Self-leadership and Teamwork.
Puddle Jumper Aviation
Tri-Power Investment Services
Ballou Resin & Plastics
Tri-Chem Customer Products
Guardian Products
Bartlesville Specialties
Account
Opportunity
Low
High
High
High
High
High
Low
High
Low
High
High
High
Low
Low
Low
Low
High
Low
Competitive
Position
High
Low
High
High
Low
High
High
High
Low
High
Low
Low
High
Low
Low
High
High
High
Annual
Number of
Sales Calls
(Last Year)
23
28
28
22
26
24
21
26
16
18
23
20
18
18
14
20
25
26
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