When a Retailer Is Planning for Its Sales Force, It

question 2

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 it should ask?

• 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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Definitions:

Bias For Action

A business principle encouraging quick decision making and the initiation of actions without unnecessary delay.

Marketing Program Implementation

The execution phase of a marketing strategy where plans and concepts are put into action.

Line Positions

Roles or jobs within an organization that are directly involved in the core activities leading to the creation or delivery of the product or service.

Staff Positions

Roles within an organization that support the line functions indirectly, providing expertise, advice, and support to direct operations.