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

question 58

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 feels that the sales representatives need to understand the entire market to put their customers' needs and buying motives in context. To understand the entire industry,the training consultant recommends that the sales representatives learn more about:

• A)customers' business plans
• B)competitor companies' products and pricing
• C)management's five-year plan
• D)the history of the lumber industry
• E)the close rates of other sales reps in the company

---

Definitions:

Mutual Understanding

A reciprocal recognition and acceptance of each other's feelings, thoughts, and communications often forming the basis of effective communication and relationships.

Integrity

The quality of being honest and having strong moral principles; moral uprightness.

Promise

is a declaration or assurance that one will do something or that a particular thing will happen.

Extended Eye Contact

Extended eye contact is a non-verbal communication form that occurs when two people look into each other's eyes for a longer period, indicating various emotions or intentions.