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Charles Lin Has Just Been Hired by Frederick Company to Replace

question 12

Essay

Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Charles on procedures and customers in his territory for three weeks before he retires, and Charles knows this is a huge opportunity to learn about the prospect base. When Charles asks which CRM system the company uses, the older representative says, "Everyone else here uses some computer program called Salesforce, but I won't touch it. I know my customers like the back of my hand! I never needed to write anything down." Charles is concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. He talks to the sales manager, who tells him the representative's sales were decent, and all his invoices came in, so they left him alone and never forced him to use the CRM system.
-How does the retiring representative's decision to not use a CRM system most likely affect Frederick Company?
A)Customer knowledge is likely lost rather than passed on to the rest of the company.
B)The sales representative's territory is not maximized because of poor strategy.
C)The entire company's pipeline forecasts cannot be maintained or calculated.
D)Organizational culture is damaged because of a lack of team spirit.
E)Hiring practices are hindered because of poor mentoring methods.

Definitions:

Accommodation

The eye's ability to change its focus from distant to near objects, achieved by changing the lens shape.

Diverge

To move or extend in different directions from a common point; to branch off.

Photopupillary Reflex

The reflexive constriction of the pupil in response to bright light, which helps to protect the retina from potential damage by reducing the amount of light entering the eye.

Oculomotor

Relating to the eye's movements or the muscles and nerves controlling them, especially associated with the third cranial nerve.