Refer to the Scenario Below to Answer the Following Questions

question 99

Multiple Choice

Refer to the scenario below to answer the following questions.
Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Though the customer base is small, monthly sales at Reliable are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Lau. Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable's customers are located in Malaysia. Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential.
-How would a customer sales force structure benefit Reliable Tool?

• A) It would decrease the amount of travel required of each Reliable Tool salesperson.
• B) It would enable ReliableTool salespeople to build close relationships with clients.
• C) It would help Reliable Tool salespeople become experts on the specific parts they sell.
• D) It would allow Reliable Tool management to better supervise and evaluate its salespeople.
• E) It would eliminate the need for telemarketers and sales assistants at Reliable Tool.

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Definitions:

Endorphins

Natural, pain-relieving chemicals in the brain that are associated with feelings of euphoria and well-being.

Shock

A medical emergency involving a sudden and severe drop in blood pressure, leading to insufficient blood flow to the organs.

Schizophrenia

A severe mental disorder characterized by disturbances in thought, perception, and behavior, manifesting in symptoms like hallucinations and delusions.

Dopamine

A neurotransmitter involved in regulating mood, motivation, and reward, among other functions.