The Sales Representatives for Latoka Industries,a Manufacturer of Security Systems

question 22

Multiple Choice

The sales representatives for Latoka Industries,a manufacturer of security systems for schools,warehouses,government buildings and other industrial and institutional markets,has been told they will now have to sell a newly designed security system to consumers.(Note the sales force was not given any training on how to sell to the consumer market) .Which of the following statements describes a likely problem for the Latoka sales force?

• A)Role inaccuracy will occur because Latoka's sales reps view themselves as industrial salespeople not consumer salespeople
• B)Role expectation will be a problem because Latoka's sales force will not know what consumers expect them to do
• C)Role conflict is likely because consumers will make demands that are unlike those made by industrial and institutional customers
• D)Role ambiguity will occur because Latoka's salespeople will not believe they have the information needed to sell to the consumer market
• E)All of the above statements describe problems that will likely impact Latoka's sales force

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Definitions:

Hans Eysenck

Rephrased from KT-2: A prominent British psychologist known for his contributions to the field of personality psychology, emphasizing the biological and genetic foundations of personality.

Non-assertive

Describes a behavior characterized by a lack of confidence or determination to express one's own needs or defend one's rights.

Esteem Needs

A concept in Maslow's hierarchy of needs representing the desire for respect, self-esteem, and the esteem from others.

Maslow's Hierarchy

A theory in psychology proposed by Abraham Maslow that categorizes human needs into a hierarchical structure, beginning with physiological needs and progressing to self-actualization.