Which Driver of Change in the Selling Environment Recognizes That

question 45

Multiple Choice

Which driver of change in the selling environment recognizes that sales managers are often guilty of blocking successful relationship selling?

• A) Building long-term relationships with customers
• B) Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups
• C) Shifting sales management style from commanding to coaching
• D) Gaining greater job ownership and commitment from salespeople
• E) Better integrating salesperson performance evaluation

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Definitions:

Chemoreceptor

Sensory receptor that is sensitive to chemical stimulation—for example, receptors for taste and smell.

Thermoreceptor

Sensory receptor that detects heat.

Mechanoreceptor

Sensory receptor that responds to mechanical stimuli, such as pressure, sound waves, or gravity.

Photoreceptor

Sensory receptor that responds to light stimuli.