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.
-To increase the sales representatives' product knowledge,the sales director arranges for each of them to rotate through the product development department for a month to understand the way the chemicals are developed. What is another department they should rotate through to gain more product knowledge that will help them configure the right mix of products for customers?
A)customer service,so that they can learn how the chemicals are implemented and used by the customer
B)logistics,so that they can understand how the products are delivered
C)billing,so that they understand the problems that arise when customers do not pay promptly
D)warehousing,so they can understand exactly how much room the chemicals take up in storage
E)human resources,so they can understand what characteristics a successful salesperson should have

Question

Quizplus · Accepted Answer

Rotating through the customer service department would allow the sales representatives to understand how the chemicals are used by customers and give them a better understanding of how to configure the right mix of products for each customer's unique needs. This would ultimately lead to a higher closing rate for sales. The other departments may provide useful information, but customer service would be the most relevant for improving sales.

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