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:

Career Options

Various paths or professions one can pursue based on their interests, skills, and educational background.

Piaget's Cognitive Stages

A theory proposing four stages of cognitive development through which children progress as they grow: sensorimotor, preoperational, concrete operational, and formal operational.

Erikson's Psychosocial Stages

A theory proposed by Erik Erikson detailing eight stages of human development, each characterized by a specific psychological conflict that contributes to personality development.

Kohlberg's Stage Theory

A theory of moral development proposed by Lawrence Kohlberg, which suggests that individuals progress through a series of stages in their moral reasoning.