Grackin Corporation Is Expanding into a New Territory in Which

question 32

Multiple Choice

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars.
-How will the sales cycle in this new territory most likely compare in length to the cycle in the established territories of Grackin Corporation?

• A)It will be shorter,because the salespeople will be calling prospects to introduce the company.
• B)It will be shorter,because Grackin Corporation will not have to overcome false impressions.
• C)It will be longer,because the salespeople will have to introduce the company in cold calls instead of getting name recognition from prospects.
• D)It will be longer,because consumers in the new territory have not expressed a need for Grackin Corporation's products before.
• E)It will be the same,because sales presentations are independent of sales cycles.

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