Refer to the Scenario Below to Answer the Following Questions

question 23

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. Although Reliable Tool only has fifteen customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tool are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz. Therefore, it is critical that a competent sales force nurture those few but large accounts. Ninety-five percent of Reliable Tool's 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 essential.
-How would a key accounts sales force organization benefit Reliable Tool?

• A) It would increase the amount of travel required of each Reliable Tool salesperson.
• B) It would enable Reliable Tool 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 inside salespeople at Reliable Tool.

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Definitions:

Compete

To strive against opponents for the purpose of achieving an objective, such as winning a game, securing a job, or achieving market dominance.

Win-Win Solution

A resolution to a dispute or negotiation that is beneficial to all parties involved.

Substance Goals

Goals in negotiation that are concerned with outcomes.

Negotiating

The process of discussing something formally in order to reach an agreement, often in a business or political context.