1. Develop a portfolio classification of Brendas 18 new accounts. What is your assessment of the allocation of sales calls made by Brendas predecessor over the previous year?

2. 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?

3. 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?

4. How might the differences between the single factor analysis and the portfolio classification translate to increased selling effectiveness and efficiency for Brenda?