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

Multiple Choice

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.
-The training consultant finds that the sales representatives do not have a strong product strategy. Without a proper product strategy,sales representatives are most likely unable to:

A) choose the correct products to sell to the customer
B) develop a marketing campaign for a given product
C) sell a product whether the customer needs it or not
D) fulfill an order once it has been placed
E) contact customers quickly