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

question 19

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 sales director and consulting team discuss changing the entire sales model for the company by eliminating the sales representatives altogether and allowing customers to order on their own from the company Website.What is the best argument against this plan?

• A) The sales representatives rely on the income they receive from their jobs.
• B) The products are complex and frequently require product configurations.
• C) The company will need to alter its strategy to one based on e-commerce.
• D) The products require quotation management systems for tax purposes.
• E) A request for proposal is required for all government sales.

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Definitions:

Eardrum

A thin, cone-shaped membrane that separates the external ear from the middle ear, and vibrates in response to sound waves.

Taste Buds

Sensory organs located on the tongue that are responsible for perceiving and differentiating flavors.

Temporal Lobe

A region of the cerebral cortex located beneath the temples, associated with processing auditory information and encoding memory.

Frontal Lobe

The part of the brain located at the front of the skull, responsible for important cognitive skills such as emotional expression, problem solving, memory, language, judgment, and sexual behaviors.