Some Authorities Recommend Firms Have One Sales Force That Specializes

question 2

Multiple Choice

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers. Which of the following statements about this recommendation is true?

• A) This form of specialization is a form of customer specialization
• B) This form of specialization is typically referred to as a networked organization
• C) This form of specialization is most suitable for companies that are implementing a maintenance strategy instead of a growth strategy
• D) This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson
• E) This form of specialization eliminates the tendency of salespeople to view other salespeople working in the same company as rivals

Understand the role of factor analysis in identifying groups of related test items.

Know the approaches to personality test construction and their defining features.

Understand the rationale behind extensive item inclusion in objective tests for reliability enhancement.

Recognize the significance of statistical principles in evaluating test effectiveness.

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Definitions:

Ear Irrigation

A procedure used to clean the ear canal through the introduction of water or other fluids to remove earwax or foreign materials.

Auricle

The outer part of the ear, which is visible on the side of the head and functions to collect and direct sound waves into the ear canal.

Ear Canal

The tubular part of the outer ear that directs sound waves from the external environment to the tympanic membrane (eardrum).

Medication Administration Record

A document used by healthcare professionals to record all of the drugs and medications administered to a patient.