Robert Is Hired as a Sales Representative for a Company

question 16

Multiple Choice

Robert is hired as a sales representative for a company that manufactures fire extinguishers. His job description reads as follows: "The key duty of the sales representative is to unravel the customer's problems using the company's products." Which of the following positions would best describe Robert's profile?

• A) deliverer
• B) technical salesperson
• C) missionary salesperson
• D) order taker
• E) solution vendor

---

Definitions:

Corporate Concentration

The degree to which a small number of firms control a large market share of the total output or sales within an industry.

Herfindahl-Hirschman Index

A measure of market concentration to evaluate the competitive landscape, calculated by summing the squares of the market shares of all firms in the industry.

Herfindahl-Hirschman Index

A measure of market concentration and competition, calculated by squaring the market share of each firm competing in a market and summing the resulting numbers.

Concentrated Industry

An economic sector characterized by a small number of firms holding a large market share, leading to reduced competition.