Which of the Following Examples Represents a Territorial Sales-Force Structure

question 19

Multiple Choice

Which of the following examples represents a territorial sales-force structure?

• A) Maxine Pharmaceuticals organizes its sales force based on each salesperson's expertise on specific drugs manufactured by the firm.
• B) Cherrie Boutique sells its products through a network of teams, each of which handles a specific product, but products are sold from only one location.
• C) Verra Designers operates from its landmark store in New York, and customers from around the world visit the store to buy original merchandise at steep prices.
• D) Milton's, a specialty liquor brewery, uses half of its sales force to cater to existing customers, and the rest to identify new customers.
• E) Oriental Meals, producers of precooked Chinese meals, markets its products throughout the country using a network of regional sales offices.

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Definitions:

Personality Traits

are characteristic patterns of thought, emotion, and behavior that are relatively stable over time and across situations.

Impulsive Buying

The act of making unplanned purchases driven by emotion or spontaneous feeling rather than careful planning or consideration.

Energizing Force

A motivating or driving factor that stimulates action or change.

Introversion

A personality trait characterized by a focus on internal feelings rather than external sources of stimulation.