The Sales Director of a Medium-Sized Company Selling Chemicals to the Lumber

question 64

Multiple Choice

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with the closing rate of sales representatives relative to the number of prospects. The sales director commissioned a research company to analyze the numbers in the CRM system and conduct interviews with prospects who became customers as well as with prospects who did not buy from the company. He also hired a sales training consultant to analyze the sales representatives and the training they receive.
-The training consultant finds that the sales representatives do not have a strong product strategy. Without a proper product strategy,sales representatives are most likely unable to:

• A)choose the correct products to sell to the customer
• B)develop a marketing campaign for a given product
• C)sell a product whether the customer needs it or not
• D)fulfill an order once it has been placed
• E)contact customers quickly

Understand the basic principles of personality theories.

Identify the role of situation and context in behavior.

Recognize the influence of genetic and environmental factors on personality traits.

Describe the methods used in personality assessment and their limitations.

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Definitions:

Negotiable Instrument

A document guaranteeing the payment of a specific amount of money, either on demand or at a set time, with the payer named on the document.

Holder

A legal term referring to an individual or entity that possesses a negotiable instrument, such as a check or promissory note, and has the right to collect and enforce the instrument.

Dishonored

A term commonly used in banking and finance referring to a cheque or payment that has been refused or cannot be processed.

Drawee

The party that must obey an order. In the context of banking, the drawee is the bank that must pay the funds ordered by a customer’s check.