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Question
Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Charles on procedures and customers in his territory for three weeks before he retires, and Charles knows this is a huge opportunity to learn about the prospect base. When Charles asks which CRM system the company uses, the older representative says, "Everyone else here uses some computer program called Salesforce, but I won't touch it. I know my customers like the back of my hand! I never needed to write anything down."Charles is concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. He talks to the sales manager, who tells him the representative's sales were decent, and all his invoices came in, so they left him alone and never forced him to use the CRM system.
What should Charles most likely do?
A) He should quit the job because he cannot succeed in a territory that is disorganized and about which he has little information.
B) He should ask the manager for a list of orphaned customers and their contact information to develop potential referrals.
C) He should start fresh by developing his own prospect base and forget about the retiring representative's customers.
D) He should piece together his prospect base by asking the retiring representative for information and matching that information up with invoices from the billing department.
E) He should ask the other sales representatives in the department to each give him three or four of their prospects so that he can start to put together a prospect base.
Answer
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