The Sales Resource Grid Indicates That a Particular Territory (Planning

Multiple Choice

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?

A) Invest a high level of sales resources to take advantage of opportunity.
B) Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU.
C) Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units.
D) Invest a moderate level of sales resources to maintain current position.