Lonnie is a newly trained salesperson for a company that manufactures customized display shelf and storage units for retail stores.Lonnie was proud of the number of sales he made during his first months of selling.Today he received a call from his sales manager who was highly critical of Lonnie's recent sales.It seems that Lonnie was offering potential customers a 10 percent discount if they would make an immediate purchasE.Lonnie's company has a policy of not offering a discount of any kind except in response to a customer complaint.
-In what area did Lonnie's sales training prove to be most ineffective?
A)Market/industry orientation
B)Company orientation
C)Territory management
D)Product knowledge
E)All of the above

Question

Quizplus · Accepted Answer

Lonnie's sales training proved to be most ineffective in Company orientation. This is because Lonnie is not familiar with the company's goals, values, culture, and internal processes. He lacks a clear understanding of the company's mission, vision, and history, which makes it difficult for him to align his sales approach with the company's overall strategy. This, in turn, may lead to missed sales opportunities and a lack of customer satisfaction.

Lonnie Is a Newly Trained Salesperson for a Company That