In the Context of Account Characteristics and Suggested Selling Effort

Multiple Choice

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, when competitive position is strong:

A) accounts should advertise through telemarketing, direct mail, and the Internet.
B) accounts should advertise through posters, radio channels, billboards, and newspapers.
C) accounts should receive minimal personal selling effort since their competitive position is already strong.
D) accounts should receive a heavy investment where it is possible to further strengthen the seller's competitive position.
E) accounts should receive a heavy investment of effort and resources.