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? **Managing and Classifying Accounts**Brenda's strategic planning and diligent efforts in managing her accounts continue to yield increasing profits for NCC. Her methodical approach in identifying new prospects and nurturing repeat business within her existing accounts has impressed both her sales manager and the regional vice president of sales. As a reward for Brenda's consistent high performance, she has been entrusted with the opportunity to expand her list of accounts, incorporating some from a retiring salesperson's portfolio. Brenda has diligently reviewed and integrated these new accounts and summarized the information in the following table.### Account Data Summary| 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 accounts based on their opportunity and competition positions along with the number of sales calls made over the last year, providing a comprehensive overview of Brenda’s expanded portfolio.

ANSWER:- 2. I would classify the accounts as A being the highest (highest ranked account) and D being the lowest (lowest ranked account), a third of Brenda's new accounts are ranked "a" account and are the accounts that Brenda should spend the most time on. Building the relationship with them move on to "B" then "C" and "D" accounts. Brenda should give her time as far as call as fallow, "A" accounts gets about 36 calls per year, "B" get 24 calls per year, "C" gets 12 calls per year and "I should get about 6 calls per year. ACCOUNT NAME ACCOUNT OPPORTUNITY COMPETITIVE POSITION NUMBER OF SALES ANNUAL CALLS (LAST YEAR) Trinity Engineering HIgh HIgh 28 Britecon Animations HIgh HIgh 28 C3 Industries HIgh Low 28 Reidell Business Services HIgh HIgh 26 Bartlesville Specialties Low HIgh 26 Lost Lake Foods HIgh Low 26 Guardian Products HIgh HIgh 25 Attaway Global Consulting HIgh HIgh 24 Captain Charlie's Travel HIgh Low 23 Maggie Mae Foods Low HIgh 23 Waits and Sons Low HIgh 21 Cole Pharmaceuticals High Low 20 Tri-Power Investment Services Low Low 20 Tri-Chem Customer Products Low HIgh 20 Biale Beverage Corp High High 18 Puddle Jumper Aviation Low High 18 Ferrell & Associates Low Low 16 Ballou Resin & Plastics Low Low 14 Brenda should allocate her time based on the Tiers identified in the table above, with Tier 1 accounts receiving the greatest amount of attention and Tier 4 receiving the least. Suggestion:- I would characterize this records A being the most highest and D being the least. Third of Brenda's new records are positioned as the most highest and are the records that Brenda ought to invest the most energy in and building the relationship with them and continue on to "B" then, at that point "C" and "D" accounts.

Answered: What specific suggestions would you…

Business

Accounting

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?

FINANCIAL ACCOUNTING

10th Edition

ISBN:9781259964947

Author:Libby

Publisher:Libby

Chapter1: Financial Statements And Business Decisions

Section: Chapter Questions

Problem 1Q

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