The Introduction to Chapter 7 Presents the Challenges of Today's

question 52

Multiple Choice

The introduction to Chapter 7 presents the challenges of today's selling environment in terms of tougher competition, lower profit margins, and decreasing product differentiation. According to the textbook, which of the following best summarizes how some organizations have addressed these challenges successfully?

• A) Many organizations have increased their sales training budgets to focus on improving product knowledge and the closing techniques used by their sales staff.
• B) In an effort to become a true strategic resource rather than just peddlers of products, salespeople are now being trained to truly understand their customers' businesses and add value wherever possible.
• C) Many organizations have streamlined their sales organizations by adopting telemarketing operations to handle small volume customers, thus freeing up the time of their sales staff to work on larger accounts.
• D) More emphasis is being placed on improving the productivity of salespeople through effective time and territory management.

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Definitions:

Maladaptive

Refers to behaviors or thoughts that inhibit a person's ability to adjust to particular situations.

Dysfunctional

Not operating normally or effectively.

Daily Functioning

Refers to the routine activities and behaviors performed by an individual on a day-to-day basis.

Immoral

Actions or behaviors that go against accepted moral principles or standards of conduct.