Which of the Following Statements About the Use of a Separate

question 44

Multiple Choice

Which of the following statements about the use of a separate sales force to handle key accounts is true?

• A) This is a relatively low cost approach for making sure someone services the company's largest customers high in the organizational hierarchy
• B) National sales force members are always treated as equal to the company's regular sales force
• C) The national sales force typically consists of the company's most experienced and talented salespeople
• D) The national sales force is typically overworked because of the demands placed on it by its major accounts
• E) In many companies, the regular sales force serves as a motivator to the national sales force

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Definitions:

Absolute Terms

A method of expression or measurement that is independent of other variables or comparisons, focusing on intrinsic values.

Prospect Theory

A behavioral economic theory that describes how people make choices when faced with uncertain outcomes, emphasizing the value of gains and losses rather than final outcomes.

Default Options

Pre-selected choices or settings designed to simplify decision-making by assuming a standard action unless an alternative is specified.

Status Quo Bias

A cognitive bias that leads individuals to prefer things to stay the same by resisting change or new alternatives.