Which of the Following Issues Often Make Getting the Sales

question 21

Multiple Choice

Which of the following issues often make getting the sales force size right a difficult task:

• A) sales are not solely a function of current selling effort.
• B) sales force frustration with a changing customer base.
• C) customer frustration with seeing new salespeople.
• D) poor or biased sales forecasts.
• E) all of the above make the task difficult.

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Definitions:

Novelty and Complexity

Refers to the quality or state of being new, unusual, or original, combined with the state or quality of being intricate or complicated.

Getting Things Done

A time management method, described in a book by David Allen, that emphasizes moving items from the mind by recording them externally and breaking them into actionable work items.

Capturing

The act of taking control of or obtaining something through force or strategy.

Drive-Reduction

A motivational theory suggesting that behavior is an attempt to reduce drives caused by needs or stress, restoring a state of balance.