Sales Forces in Which Salespeople Sell Only Part of the Product

question 31

Multiple Choice

Sales forces in which salespeople sell only part of the product line are said to be:

• A) Specialized
• B) Centralized
• C) Generalized
• D) Cross-Managed
• E) Differentiated

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Definitions:

Ineffective

Not producing the intended or desired effect.

Economic Cost

The total cost of choosing one action over another, including both direct costs and any lost opportunity costs.

Utility

The satisfaction or benefit derived from consuming goods and services.

Earning Power

The ability of an individual, company, or entity to generate income over time, often assessed for future potential.