Lonnie Is a Newly Trained Salesperson for a Company That

question 15

Multiple Choice

Lonnie is a newly trained salesperson for a company that manufactures customized display shelf and storage units for retail stores.Lonnie was proud of the number of sales he made during his first months of selling.Today he received a call from his sales manager who was highly critical of Lonnie's recent sales.It seems that Lonnie was offering potential customers a 10 percent discount if they would make an immediate purchasE.Lonnie's company has a policy of not offering a discount of any kind except in response to a customer complaint.
-In what area did Lonnie's sales training prove to be most ineffective?

• A)Market/industry orientation
• B)Company orientation
• C)Territory management
• D)Product knowledge
• E)All of the above

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Definitions:

Frequency Polygons

A graphical representation of the distribution of a dataset that shows the frequencies of classes via connected dots.

Variability

The measure of how spread out or scattered scores are in a distribution.

Modality

The number of peaks or modes in the distribution of data, used to describe the shape of the data distribution.