Refer to the Scenario Below to Answer the Following Question(s)

question 141

Multiple Choice

Refer to the scenario below to answer the following question(s) .
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-How would a customer sales force structure benefit Reliable Tools?

• A) It would eliminate the need for the company's salespeople to travel to meet customers.
• B) It would enable the company's salespeople to build close relationships with customers.
• C) It would help the company's salespeople become experts in the products they sell.
• D) It would enable the company's management to cut training costs substantially.
• E) It would make telemarketing irrelevant.

---

Definitions:

Financial Management

The strategic planning, directing, monitoring, organizing, and controlling of the monetary resources of an organization.

Statistical Benchmarking

The process of comparing processes, performance metrics, or outcomes against recognized standards, typically using statistical methods.

Comparative Performance Measurement

The process of evaluating the efficiency and effectiveness of an organization by comparing its outcomes with those of similar organizations.

Best Practice Standards

Guidelines or sets of principles recognized as the most effective and efficient means to achieve a desired outcome or to manage a process.