Question

When a firm's competitive position is weak, but account opportunity is high, the selling effort strategy should be to:

Answer 1

Answer:

to identify accounts by performing additional analysis so that the competitive position of sales organization can be increased and heavy selling efforts can be invested in these accounts.

Explanation:

When a firm's competitive position is weak, but account opportunity is high, the selling effort strategy should be to identify accounts by performing additional analysis so that the competitive position of sales organization can be increased and heavy selling efforts can be invested in these accounts.