Scenario 17.1
Use the following to answer the questions.
Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw.
-Refer to Scenario 17.1. Sean has narrowed his list and is preparing a package of information about Jafrum and its products to send to the prospects. He also includes a letter of introduction and says he will contact them within the next two weeks to set up a sales visit. In this scenario, Sean is all of the following except:

Question

Quizplus · Accepted Answer

A missionary salesperson is a salesperson who is responsible for educating customers about a product or service and building relationships with them. Sean is not a missionary salesperson because he is responsible for obtaining new customers and increasing sales to current customers, not educating them about Jafrum's products or building relationships with them.

Scenario 17.1 Use the Following to Answer the Questions