James Lambert is an assistant territory sales manager at Cellcom,a leading wireless service provider in Europe.James manages the salespeople in a small city in France.There are many players in the wireless service provider market,and it is becoming increasingly difficult to position the company as unique.What can James do to position Cellcom as a unique company,when compared to its competitors?
A) Reduce the call rates by half.
B) Increase the mass media advertising of Cellcom.
C) Instruct salespeople to spend more time on each sales call.
D) Ask salespeople to discuss the weakness of competition in every sales call.
E) Substantially reduce the salespeople's visits to the small accounts and increase the visits to key accounts.

Question

Quizplus · Accepted Answer

James should strive to create the image that Cellcom is uniquely better than the competition. One way to accomplish this is to spend more time on each sales call and to make more total sales calls during the year, thus providing a problem-solving approach to servicing accounts.

James Lambert Is an Assistant Territory Sales Manager at Cellcom,a