Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars.
-How will the sales cycle in this new territory most likely compare in length to the cycle in the established territories of Grackin Corporation?
A)It will be shorter,because the salespeople will be calling prospects to introduce the company.
B)It will be shorter,because Grackin Corporation will not have to overcome false impressions.
C)It will be longer,because the salespeople will have to introduce the company in cold calls instead of getting name recognition from prospects.
D)It will be longer,because consumers in the new territory have not expressed a need for Grackin Corporation's products before.
E)It will be the same,because sales presentations are independent of sales cycles.

Question

Quizplus · Accepted Answer

In a new territory where the company is not well-known, the salespeople will have to spend more time introducing the company and its products through cold calls and educational seminars. This will lengthen the sales cycle compared to the established territories where the company already has name recognition and established relationships with customers.

Grackin Corporation Is Expanding into a New Territory in Which