16. The client seems impressed that Alison really wants to understand his organi
ID: 368552 • Letter: 1
Question
16. The client seems impressed that Alison really wants to understand his organization's needs. This labor-intensive approach is associated with what drawback, according to the text?
It is the least accountable way to communicate with prospects.
It is the least creative way to communicate with prospects.
It is the least effective way to communicate with prospects.
It is the most costly way to communicate with prospects.
It is the least enjoyable way to communicate with prospects.
17. Alison estimates that she spends how much of her work time with customers?
25%
50%
90%
10%
75%
18. The sales management process does not include ______ the sales force.
organizing
recruiting
compensating
training
motivating
Explanation / Answer
16. The client seems impressed that Alison really wants to understand his organization's needs. This labor-intensive approach is associated with what drawback, according to the text?
Answer - It is the least effective way to communicate with prospects.
Since Alison spends most of her time with understanding the organizational needs, the time to communicate with the prospects is lost. The sales force are provided adequate training and hence this strategy of Alison is not effective at all.
17. Alison estimates that she spends how much of her work time with customers?
Answer – 50%
According to the case study, Alison feels that she spends 50% of her time with the customers.
18. The sales management process does not include ______ the sales force.
Answer – recruiting
The case study clearly states that the sales management process includes organizing the sales force, sales force motivation, and compensation and training and not recruiting.
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