Author Question: Which of the following is a reason why salespeople get rejected by buyers? A) Salespeople do not ... (Read 88 times)

Diane · **on:** Jun 28, 2018

Which of the following is a reason why salespeople get rejected by buyers?
A) Salespeople do not have specific information about the buying situation.
B) Buyers prefer talking to a selling firm directly, and not its salespeople.
C) Today's buyers are busy, and many are reluctant to see salespeople.
D) Buyers do not find salespeople to be value oriented.
E) Buyers are always well informed and do not rely on salespeople for information.

Question 2

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?
A) Invest a high level of sales resources to take advantage of opportunity.
B) Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU.
C) Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units.
D) Invest a moderate level of sales resources to maintain current position.