SELL 3rd Edition by Thomas Ingram,Raymond LaForge ,Ramon A. Avila ,Charles Schwepker,Michael Williams

Exercise 1

Managing and Classifying Accounts
Brenda's 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 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.
Develop a portfolio classification of Brenda's 18 new accounts. What is your assessment of the allocation of sales calls made by Brenda's 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?