How Does Using Contact Management Software Make Managing Salespeople Easier

question 18

Multiple Choice

How does using contact management software make managing salespeople easier for sales managers?

• A)Sales managers can see exactly where salespeople are because of the tracking features of the software.
• B)Sales managers can reassign key accounts to better salespeople without having to discuss it with the salespeople who are losing those accounts.
• C)Sales managers can access the call notes from their salespeople easily as soon as the notes are recorded.
• D)Sales managers can adjust product pricing and have those figures appear to salespeople instantaneously.
• E)Sales managers can change account contact information without informing the salesperson who owns that account.

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Definitions:

Stereotyping

Assigning generalized attributes to individuals based on their membership in a particular group, without acknowledging individual differences.

Projection

A psychological defense mechanism where individuals attribute their own unacceptable thoughts, feelings, or motives to someone else.

Expectations

Beliefs or anticipation about the way events, behaviors, or processes should unfold.

Self-Disclosure

The act of revealing personal information about oneself to others, which can build trust and foster closer relationships.