Investment Management Certificate (IMC) Practice Exam

What factor should be considered when evaluating the suitability of introducing a telephone sales force?

1. customer decision criteria

2. geographical concentration

3. nature of the purchase

4. All of these are correct.

The correct answer is: All of these are correct.

When evaluating the suitability of introducing a telephone sales force, it is crucial to consider multiple factors that collectively inform the decision-making process. Each of the given aspects plays a significant role in determining whether a telephone sales approach would be effective in a specific context. Customer decision criteria is essential as it pertains to how customers evaluate products and make purchasing decisions. Understanding these criteria helps tailor communication and sales strategies to meet customer expectations effectively. Geographical concentration refers to the distribution of the target customer base. If customers are geographically dispersed, a telephone sales force can efficiently reach a wider audience without the time and costs associated with in-person visits. This consideration is pivotal in assessing the logistics and potential reach of the sales strategy. The nature of the purchase also matters, as certain products or services may require more complex interactions, which could influence whether a telephone sales force is appropriate. If purchases involve significant investment or require extensive explanation, the telephone approach might need to be supplemented with other methods for optimal results. Collectively, considering all these factors ensures that the introduction of a telephone sales force aligns with the strategic goals of the organization and effectively meets customer needs. Therefore, the comprehensive nature of these considerations validates the decision to select a multifaceted approach to evaluating the introduction of a telephone sales force