After some basic product knowledge and company information have been imparted in a short initial training program,some firms send the representatives out to the field to sell.Then later these salespeople are brought back for additional training in selling techniques.This practice of "delayed initial training" is likely to be adopted when:
A)The average order is large.
B)Repeat business is important.
C)This firm is selling an office copying machine like Xerox or Canon.
D)Customers are sold only once,and each sale is of little importance to total volume.
E)None of these;that is,delayed training is not an advisable policy.

Question

Quizplus · Accepted Answer

Delayed initial training might be more suitable when each sale is of minor importance to the total volume, allowing salespeople to gain field experience before investing heavily in advanced selling techniques training.

After Some Basic Product Knowledge and Company Information Have Been