When Specific Knowledge Is Required to Sell Certain Types of Products

question 164

Multiple Choice

When specific knowledge is required to sell certain types of products or services, then a ________ is used.

• A) territorial sales organization
• B) customer sales organization
• C) product sales organization
• D) geographical sales organization
• E) multilevel marketing sales organization

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Definitions:

Follower's Needs

The requirements or desires of individuals who follow or are led by others, influencing their satisfaction and performance.

Path-goal Theory

A leadership theory that suggests that the leader's job is to assist followers in attaining their goals and to provide the necessary direction and support to ensure that their goals are compatible with the overall objectives of the group or organization.

Path-Goal Theory

A theory that emphasizes how leaders can increase subordinate satisfaction and performance by clarifying the paths to goal achievement.

Follower Obstacle

Challenges or barriers that followers may encounter in their efforts to contribute effectively to their team or organization's goals.