Although Firms May Differ in the Specifics of How Salespeople

question 238

Essay

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

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Definitions:

Central Route

A method of persuasion that involves deeply processing the content of a message, thinking critically about its arguments and evidence.

Persuasion

The act or process of influencing someone's beliefs, attitudes, intentions, motivations, or behaviors through communication and reasoning.

Very Important

A term describing something of great significance, value, or priority in a particular context.

Central Route

A pathway of persuasion that involves careful and thoughtful consideration of the arguments presented in a message.