Question: Chapter 10: Continuing Case Managing and Classifying Accounts Brendas planning and extra effort in servicing and developing her accounts continue to produce increasing levels of
Chapter 10: Continuing Case Managing and Classifying Accounts Brendas planning and extra effort in servicing and developing her accounts continue to produce increasing levels of profitable 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 Brendas 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
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 Charlies 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
Enlarge Table Questions Develop a portfolio classification of Brendas 18 new accounts. What is your assessment of the allocation of sales calls made by Brendas predecessor over the previous year?
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?
Develop a classification of these 18 accounts using the single factor analysis method. How do these results differ from the results from the portfolio analysis?
How might the differences between the single factor analysis and the portfolio classification translate to increased selling effectiveness and efficiency for Brenda?
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