A Company Directs Its Sales Force Members to Use Multiple

question 70

Multiple Choice

A company directs its sales force members to use multiple selling strategies.What are its salespeople expected to do?

• A)split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet in the territory of another salesperson
• B)have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay
• C)develop a variety of plans for selling the numerous products in the company's product line to a variety of different market segments
• D)invest the bulk of their time and other resources in the large, important accounts in their territories
• E)develop one form of presentation for existing accounts and another for prospects

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Definitions:

Robbers' Cave State Park

The location of a famous social psychology experiment by Muzafer Sherif, investigating intergroup conflict and cooperation.

Muzafer Sherif

A pioneering figure in social psychology known for his work on group conflict, social norms, and the “Robbers Cave” experiment which studied intergroup relations.

Group Competition

A situation where two or more groups compete against each other to achieve a goal or win a prize.

Person Perception

The process by which individuals form impressions of others based on observed or inferred information.