When a Retailer Is Planning for Its Sales Force, It

question 28

Multiple Choice

When a retailer is planning for its sales force, it starts with the question, "How many salespeople should we have?" What is the next question they should be asking?

• A) Where should we find the salespeople?
• B) What kind of salespeople are we looking for?
• C) How should salespeople be compensated for their efforts?
• D) Should we even have salespeople?

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A psychological theory that predicts an individual's intention to engage in a behavior at a specific time and place, based on attitudes, subjective norms, and perceived behavioral control.

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Standards of behavior based on beliefs about what is right and wrong, guiding social conduct.

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