In Any Market-Oriented Firm,members of the Salesforce and Marketing Department

question 138

Multiple Choice

In any market-oriented firm,members of the salesforce and marketing department tend to have disagreements when things go wrong with a customer.The marketers blame the salespeople for poorly executing their strategies,while the salespeople blame the marketers for being out of touch with the customer.Which of the following steps should upper-level management take to help bring the sales and marketing functions closer together?

• A)establish a simpler salesforce structure
• B)establish a more complex salesforce structure
• C)create an inside salesforce
• D)adopt a salesforce automation system
• E)employ a chief revenue officer

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Definitions:

Trend Line

A trend line is a straight line that connects two or more price points and extends into the future to act as a line of support or resistance for the price movement.

Forecast Error

The difference between the actual demand and the forecasted demand, indicating the accuracy of forecasting models.