This Sales Management Tool Shows Which Customers and Prospects to See

question 26

Multiple Choice

This sales management tool shows which customers and prospects to see during the next 12 months and in which months, as well as which activities to carry out.

• A) annual call plan
• B) sales quota plan
• C) time- and- duty analysis
• D) salesforce automation systems
• E) none of the above

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Definitions:

Managerial Overrides

When a manager or leader bypasses existing procedures, policies, or systems, often to make a decision or take direct action.

Bureaucracy

A system of government or management involving multiple layers of administration, strict policies, and rigid adherence to rules.

Formal Chain

refers to a structured sequence of command or a series of roles within an organization, through which official communication is passed.

Favouritism

The practice of giving unfair preferential treatment to one person or group at the expense of another.