Refer to the scenario below to answer the following questions.
Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tool only has fifteen customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tool are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz. Therefore, it is critical that a competent sales force nurture those few but large accounts. Ninety-five percent of Reliable Tool's customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is essential.
-How would a key accounts sales force organization benefit Reliable Tool?

Question

Quizplus · Accepted Answer

A key accounts sales force organization would benefit Reliable Tool by allowing salespeople to focus on building close relationships with the company's few but large accounts. As the sole supplier to these customers, it is critical that Reliable Tool's sales force nurtures those relationships. Travel time to all customers is relatively short, so a key accounts sales force organization would not necessarily increase travel requirements. Salespeople would already need to be experts on the specific parts they sell and Reliable Tool management would still be able to supervise and evaluate its salespeople. It is not stated whether an inside sales team would be eliminated.

Refer to the Scenario Below to Answer the Following Questions