In Putting Together a Sales Team with Members from Different

question 13

Multiple Choice

In putting together a sales team with members from different branch offices, you are concerned that individual differences might pose a problem in the functioning of the team. Which of the following is a true statement about the sales team?

• A) Research suggests that sales teams will always function if enough monetary incentives are provided.
• B) Regardless of the different cultures from the branch offices, a team consisting of good closers will always get the job done.
• C) Research suggests that, above all else, the manager should make sure each team member has a high level of trust with one another.
• D) A sales team's approach to its customers will not be affected by changes in the competitive landscape in which it operates.
• E) Effective selling teams should be externally focused with little or no expertise in dealing with different divisions or business units within their own company.

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Definitions:

Skilled Members

Individuals within a group or organization who possess specialized knowledge, abilities, or expertise that contribute to achieving common goals.

Social Facilitation Theory

The concept that individuals perform differently when in the presence of others, often improving on well-practiced tasks and performing less well on new or difficult tasks.

Cyclists

Individuals who ride bicycles, whether for recreation, transportation, sport, or exercise.

Time Trials

Competitive events where individuals or teams race against the clock to complete a certain distance or course in the shortest possible time.