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 training consultant finds that the sales representatives do not have a strong product strategy. Without a proper product strategy,sales representatives are most likely unable to:
A)choose the correct products to sell to the customer
B)develop a marketing campaign for a given product
C)sell a product whether the customer needs it or not
D)fulfill an order once it has been placed
E)contact customers quickly

Question

Quizplus · Accepted Answer

Without a strong product strategy, sales representatives may not have a clear understanding of which products are best suited for each customer's needs, making it difficult for them to choose the correct products to sell. This can lead to lower closing rates and lost sales opportunities. Developing a product strategy ensures that sales representatives have a clear understanding of the company's products and know how to effectively pitch them to customers.

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