Grackin Corporation Is Pushing into a New County in Which

question 53

Multiple Choice

Grackin Corporation is pushing into a new county in which they are not well-known already,as they are in their current territories.As part of this new push,the sales director decides to use a strategy of aggressive cold-calling by the salespeople.
-The sheer number of prospects a sales representative cultivates does not indicate the quality of the sales representative's pipeline.Why?

• A)A sales representative's pipeline is higher quality if more of the prospects will end up buying than if they will not.
• B)Prospects are not valuable unless they are qualified,so a representative with fewer total prospects but all of them qualified is better off than one with more prospects but fewer qualified ones.
• C)Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that can make referrals to other buyers.
• D)Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline.
• E)A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs.

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Definitions:

Neuropathic Pain

A complex, chronic pain state that usually is accompanied by tissue injury, where nerve fibers may be damaged, dysfunctional or injured.

Sensory/Perceptual Systems

The biological and neurological systems that process sensory inputs and allow for perception.

Pheromones

Chemical signals released by an organism that influence the behavior or physiology of other members of the same species.

Visual Information

Data perceived through the eyes and processed by the visual system, enabling the representation and understanding of the environment.