An Advantage of a Geographical Sales Organization Is That It

question 308

Multiple Choice

An advantage of a geographical sales organization is that it

• A) is more effective and provides specialized customer support.
• B) minimizes travel time, expenses, and duplication of selling effort.
• C) has smaller costs for sales calls.
• D) reduces the number of salespersons in the salesforce.
• E) requires fewer sales managers.

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Definitions:

Habit Learning

Habit learning is a form of learning characterized by the automatic response to a situation gained through repeated exposure and behavioral reinforcement.

Gestalt Psychologists

Psychologists who emphasize that the whole of anything is greater than its parts and study how people perceive and experience objects as complete patterns.

Overt Behaviors

Observable actions or responses of an individual that can be directly seen and measured by others.

Psychoanalytic Approach

A therapeutic and theoretical approach developed by Freud that emphasizes unconscious processes and childhood experiences in shaping behavior and personality.