One of the Variables Affecting Sales Performance Is Organizational and Environmental

question 12

Multiple Choice

One of the variables affecting sales performance is organizational and environmental factors. What can a sales manager do to incorporate this in his/her sales management strategy?

• A) Carefully design recruitment and selection policies
• B) Improve training and supervision
• C) Reduce supervisory pressure
• D) Institute competitive rewards systems
• E) Organize logical and effective territory designs

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Definitions:

Test Marketing

A strategy used by companies to evaluate the viability of a new product or service in a limited geographical area before a full-scale launch.

Price Rationing

The allocation of limited goods or services using prices, where higher prices curb demand to match the supply.

Focus Group

A small, diverse group of people whose reactions are studied to gauge the response to a specific product, service, or policy.

Total Revenue

The total amount of money received by a firm from selling goods or services before any costs or expenses are deducted.