Which of the Following Is True About the Product Sales

question 106

Multiple Choice

Which of the following is true about the product sales force structure?

• A) A product sales force structure is most appropriate for a company that manufactures a small number of simple products.
• B) In a product sales force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory.
• C) In a product sales force structure, salespersons specialize in only a particular product line as the company produces numerous and complex products.
• D) In a product sales force structure, a single salesperson can become an expert in all product categories.
• E) In a product sales force structure, specialization is highly discouraged.

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Definitions:

Rational Appeals

The use of logic, reason, and evidence to convince another person that cooperation in a task is worthwhile.

Ingratiation

A psychological technique wherein an individual attempts to become more likable to their target, often through flattery or other forms of manipulation.

Silent Authority

An influencing tactic that relies on unspoken but acknowledged power.

Information Control

A hard influencing tactic in which key information is withheld in order to manipulate outcomes.