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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?

FINANCIAL ACCOUNTING
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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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.
Transcribed Image Text:**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.
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