Which of the Following Is a Reason That Salespeople Must

question 62

Multiple Choice

Which of the following is a reason that salespeople must invest a significant amount of time in planning sales calls on prospective and existing customers?

• A) All buyers are trained as purchasing agents.
• B) Salespeople work mainly with a single type of buyers.
• C) Buyers have little time to spend on doing background checks on sellers.
• D) There is a shortage of information at their fingertips.
• E) Buyers are generally well-informed and have little time to waste.

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Definitions:

Formalized

The process or state of making something official, structured, and systematic through established procedures and protocols.

Decentralized

The distribution of decision-making powers and operations among various levels within an organization or system.

Formalized Organizations

Organizations characterized by established procedures and rules, clear hierarchies, and well-defined roles and responsibilities.

Rules

Specific guidelines or regulations designed to dictate behavior or procedures within a particular context or organization.