Connor is an account manager or sales representative with Sherwin Williams.He typically calls on facility managers in hospitals,office buildings,apartment complexes and schools to discuss their paint and specialty coating needs.He's talking with his aunt at Thanksgiving and trying to explain the difference between his role as a sales representative and the counter or inside sales representative that his aunt might encounter within the Sherwin Williams retail store.Which of the following characteristics might be true for Connor in his role as a B2B sales representative with Sherwin Williams?

Question

Quizplus · Accepted Answer

As a B2B sales representative, Connor's relationships with customers would last longer than those of retail store counter/inside sales representatives, as B2B sales typically involve longer sales cycles and greater emphasis on developing relationships and meeting specific customer needs.

Answer: D
 Connor typically works with multiple decision-makers within the buying organization, as B2B sales usually involve complex buying processes and multiple stakeholders. The purchasing decision for Connor's customers is therefore not simple, but rather involves navigating and influencing multiple decision-makers.

Connor Is an Account Manager or Sales Representative with Sherwin