Grackin Corporation is pushing into a new county in which they are not well-known already,as they are in their current territories.As part of this new push,the sales director decides to use a strategy of aggressive cold-calling by the salespeople.
-How will the sales cycle in this new territory compare in length to the cycle in the established territories in which Grackin Corporation is already known in the industry?
A)It will be shorter,because the salespeople will be calling prospects to introduce the company.
B)It will be shorter,because they will not have to overcome false impressions.
C)It will be longer,because the salespeople will have to introduce the company from scratch in cold calls instead of getting name recognition from prospects.
D)It will be longer,because the county has not had a need for Grackin Corporation's products before.
E)It will be the same,because sales presentations are sales presentations.

Question

Quizplus · Accepted Answer

In the established territories, Grackin Corporation is already known in the industry, which means they have some sort of name recognition or reputation. In the new territory, however, the salespeople will have to introduce the company from scratch in cold calls, which will take more time and effort. Therefore, the sales cycle will be longer in the new territory.

Grackin Corporation Is Pushing into a New County in Which