The sales director of a medium-sized company selling chemicals to the lumber industry has analyzed sales and found serious problems with the closing rate of sales representatives relative to the number of prospects. The sales director commissioned a research company to analyze the numbers in the CRM system and conduct interviews with prospects who became customers as well as with prospects who did not buy from the company. He also hired a sales training consultant to analyze the sales representatives and the training they receive.
-The sales director and consulting team discuss changing the entire sales model for the company by terminating the sales representatives and allowing customers to order on their own from the company website. What is the best argument against this plan?
A)The sales representatives rely on the income they receive from their jobs.
B)The products are complex and frequently require product configurations.
C)The company will need to alter its strategy to one based on e-commerce.
D)The products require quotation management systems for tax purposes.
E)A request for proposal is required for all government sales.

Question

Quizplus · Accepted Answer

The products sold are complex and frequently require product configurations, which may be difficult for customers to navigate on their own without the expertise of sales representatives. This could result in a loss of sales and potential customers seeking out competitors who offer more personalized sales assistance.

The Sales Director of a Medium-Sized Company Selling Chemicals to the Lumber