Conventional Wisdom Is That Profits Are Maximized by Sales Reps

question 45

Multiple Choice

Conventional wisdom is that profits are maximized by sales reps focusing on the more important products and more profitable products. When the firm launches or is planning on launching a number of new products in succession, how should the company adjust the sales force?

• A) Increase the compensation on the new items.
• B) Tell the sales force to sell the new items at the expense of existing lines.
• C) Increase the compensation on the existing line of products.
• D) Increase the quotas on the new items to the sales force.
• E) It should expand the sales force.

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