According to the textbook, why should a salesperson have a good knowledge of the company he or she works for and the industry in which it competes?
A) It helps to ensure consistent levels of value-added service to customers.
B) Knowing the company's history provides valuable context for understanding its current strategy.
C) Knowing the industry will provide the salesperson with competitive salary information.
D) Company and industry knowledge are two areas that customers often use to test new salespeople at the beginning of a relationship.

Question

Quizplus · Accepted Answer

Having good knowledge of the company and industry helps the salesperson to provide consistent levels of value-added service to customers. This enhances the customer's trust and confidence in the salesperson and ultimately leads to increased sales and customer loyalty. Knowing the company history may be helpful, but it is not as critical as having a good understanding of the industry and the company's position within it. Competitive salary information is not a relevant factor for a salesperson's knowledge of the company and industry. While customers may test new salespeople, this is not the primary reason for a salesperson to have good knowledge of the company and industry.

According to the Textbook, Why Should a Salesperson Have a Good