Sales Management Refers to

question 175

Multiple Choice

Sales management refers to

• A) the planning of the selling program and the implementing and evaluating of the personal selling effort of the firm.
• B) the process of allocating funds for direct selling.
• C) only the recruiting, hiring, and training of a company's salesforce.
• D) the segmentation and selection of target markets to be addressed by a company's salesforce.
• E) the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision.

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Definitions:

Organizational Culture

The cognitive component that includes the shared assumptions and beliefs of the organization.

Organizational Climate

The general perception or 'feel' of the workplace environment as perceived by employees, influenced by management practices, policies, and culture.

Stable

Characterizes something that is not likely to change or falter; having consistency or permanence.

Organizational Unfairness

Perceptions or experiences of inequity, bias, or injustice within a workplace or institution, often leading to dissatisfaction, demotivation, or conflict among employees.