Structuring the Sales Staff Is a Common Challenge for Sales

question 11

Multiple Choice

Structuring the sales staff is a common challenge for sales managers at companies of all sizes.Which of the following is a reason for a sales manager to use field representatives instead of inside salespeople?

• A)The salesperson needs to make many calls per hour.
• B)The salesperson needs to show the product to the customer in person.
• C)The salesperson needs to understand the sales cycle.
• D)The salesperson needs to sell to incoming callers.
• E)The salesperson needs to use a company vehicle for visits to customers.

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Definitions:

Gender

The range of characteristics pertaining to, and differentiating between, masculinity and femininity.

Controllable Factor

An aspect or variable that can be modified or managed to influence an outcome or achieve a desired result.

Transtheoretical Model

A theory of behavior change that outlines five stages people go through in altering their behavior.

"Stages of Change" Model

A conceptual framework in psychology that outlines a sequence of stages people go through in altering their behavior: precontemplation, contemplation, preparation, action, and maintenance.