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Sales Classification

Background

Universal Control Corp, is a leading supplier for process control systems and equipment used by a wide

variety of production and distribution applications. You have taken a sales representative job with

Universal, and having just completed training, you have been given a territory of your own. Your district

manager has provided you with a list of accounts as well as several boxes of files that has been

assembled and used by your predecessor. These are the accounts currently buying your products. You

are expected to build these accounts and add new accounts to the list as you increase your territory’s

sales performance.

Assignment:

Comment on the overall sales focus in the previous year in terms of account focus and time/effort

allocated.

Develop a new portfolio classification of your given accounts ( see page 2 list) using four classification

quadrants (class 1-4). Class 1 will be accounts with the greatest business potential and weakest

competitive position; class 2 are accounts with strong business potential but with strong/high

competition; Class 3 are accounts with low business potential, and low competition; Class 4 will be

accounts with low business potential and strong/high competition, etc. Use chapter 10 of your

textbook as a guide. This classification grid will guide the effort and focus in the coming year to

maximize sales potential and efficiency.

Sample Solution

g Saudi Arabia. Evidently, oil is one of Venezuela’s most valuable commodities accounting for 95% of Venezuela’s exports and 25% of its gross domestic product (Independent 2018). However, during a period of time in which the global price of oil dropped, foreign demand to buy Venezuelan oil dipped simultaneously. A key factor that lead to Venezuela’s current crisis, is evidently their sole dependence on a single commodity – oil. As University of Florida’s Gamarra explains, this means “you are bound to the ups and downs of the oil price,”. Without a range of high value added assets, an economy lacks diversity and is vulnerable to ‘moments of downturns in your principal commodities (CNBC 2019).’ On an individual basis, hyperinflation renders any savings worthless due to its eroding impact on money. Consequently, people may hoard goods for instance, food due to the soaring prices. Situations such as these may lead to shortages of food supply, contributing to the issue further. The Bolívar (Venuzuelan currency) depreciated in value as the cost of imports increased, leaving the Venezuelan economy to perish. Consequently, Nicolas Maduro – Venezuela’s new president – decided to print money (TheConversation 2019). Although this is an efficient strategy to implement during times of temporary price shock, in the case of Venezuela, the desired results didn’t adhere. Alongside the price of oil continuing to decrease, Venezuela’s oil output also fell resulting in international investors looking elsewhere further decreasing the value of the Bolívar. The government proceeded to print off more money in order to pay their expenses, inevitably resulting in the cycle that lead to hyperinflation (TheConversation 2019). To begin with, whether or not inflation is always deemed to be a challenge or if there are actually any potential benefits surrounding the macroeconomic issue will be discussed. Generally speaking, moderate inflation has some benefits, especially when it’s compared to deflation. For instance, the real value of debt decreases, moderate rates also enable prices of goods to adjust to their real value prices. In some cases, at levels of moderate inflation, companies are able to increase wages whilst the prices of goods increases. However, the average inflation target is usually around 2% which is quite contrasting to that of Venezuela’s. Long term economic growth is thought to be optimised when price stability is maintained, which is done by controlling inflation (Investopedia 2019). At the level of inflation currently being faced by Venezuela, it is more suitable to refer to it as hyperinflation – a more extreme inflation during which price increases are uncontrollable and the value of money erodes to the extent that it is rendered worthless (thebalance 2019). Under these circumstances, few people benefit, however, debt holders and individuals who had taken out loans are amongst those who do, as inflation has the effect of eroding debt. Depending on the spread and severity of the inflation, the increase in prices ma
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