According to the Textbook, Why Should a Salesperson Have a Good

Multiple Choice

According to the textbook, why should a salesperson have a good knowledge of the company he or she works for and the industry in which it competes?

A) It helps to ensure consistent levels of value-added service to customers.
B) Knowing the company's history provides valuable context for understanding its current strategy.
C) Knowing the industry will provide the salesperson with competitive salary information.
D) Company and industry knowledge are two areas that customers often use to test new salespeople at the beginning of a relationship.