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

question 9

Multiple Choice

The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with sales representatives close rate relative to the number of prospects in the pipeline.The sales director commissioned a research company to come in and 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 hires a sales training consultant with whom he has worked before 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 so complicated that customers need a sales representative to help them decide which products to buy.
• C)The company will need to build a new website the customers can order from.
• D)The customers are used to the salespeople and have never ordered chemicals from a website before.
• E)The IT department of the company has not built a commerce website before.

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Definitions:

Social Loafing

A tendency to exert less effort when performing as part of a collective or group than when performing as an individual.

Exert Less Effort

The phenomenon where individuals decrease the amount of effort they put into tasks, typically seen in situations involving group work or diminished personal accountability.

Shared Goals

Objectives or aims that are mutually agreed upon and pursued by individuals within a group or team.

Dominant Response

The most common or likely response that an individual exhibits under conditions of stress or high arousal.