Which of the Following Is One of the Three Major

question 252

Multiple Choice

Which of the following is one of the three major tasks involved in the implementation stage of the sales management process?

• A)setting sales objectives.
• B)developing account management policies.
• C)salesforce motivation and compensation.
• D)salesforce evaluation.
• E)assignment of territories and/or accounts.

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Definitions:

Availability Heuristic

A mental shortcut used when judging the frequency or probability of events based on how easily examples come to mind.

Cognitive Heuristic

A mental shortcut that allows people to solve problems and make judgments quickly and efficiently.

Simulation

A method for implementing a model over time to study the behavior of a system or to analyze the implications of a complex process or strategy.

System-1 Thinking

Reactive thinking that relies heavily on situational cues, salient memories, and heuristic thinking to arrive quickly and confidently at judgments.