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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?

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?

Principles Of Marketing
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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  1. 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?
# Managing and Classifying Accounts ## Overview Brenda's strategic efforts in servicing and developing her accounts have led to significant growth in profitable business for NCC. Her meticulous approach to identifying new prospects and fostering repeat business with current accounts has been recognized by her sales manager and the regional vice president of sales. Due to Brenda's consistent performance, she now has the opportunity to extend her list of accounts by inheriting a portion of a retiring salesperson's accounts, expanding her territory. Brenda is currently evaluating the account information for these new additions and has compiled the details in the table below: ## Account Classification 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 Charlie's 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 | This table categorizes each account by its potential opportunity and competitive position, along with the annual number of sales calls conducted in the past year. Understanding these elements will aid Brenda in prioritizing her efforts and allocating resources
Transcribed Image Text:# Managing and Classifying Accounts ## Overview Brenda's strategic efforts in servicing and developing her accounts have led to significant growth in profitable business for NCC. Her meticulous approach to identifying new prospects and fostering repeat business with current accounts has been recognized by her sales manager and the regional vice president of sales. Due to Brenda's consistent performance, she now has the opportunity to extend her list of accounts by inheriting a portion of a retiring salesperson's accounts, expanding her territory. Brenda is currently evaluating the account information for these new additions and has compiled the details in the table below: ## Account Classification 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 Charlie's 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 | This table categorizes each account by its potential opportunity and competitive position, along with the annual number of sales calls conducted in the past year. Understanding these elements will aid Brenda in prioritizing her efforts and allocating resources
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