Author Question: Bill is a salesperson who relies on his current customers to help him identify potential new ... (Read 68 times)

Starlight · **on:** Jun 28, 2018

Bill is a salesperson who relies on his current customers to help him identify potential new customers. In this scenario, Bill relies on _____ for lead generation.
A) sources of influence
B) referrals
C) company sources
D) trade shows
E) cold calling

Question 2

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?
A) Invest a high level of resources to take advantage of opportunity.
B) Invest a moderate level of resources.
C) Invest a minimal level of sales resources, selectively eliminate resource coverage, or possibly eliminate the PCU.
D) None of the answer choices.