A Significant Problem with Using the Sales Force to Find

question 28

Multiple Choice

A significant problem with using the sales force to find prospective channel members is that:

• A) In many cases salespeople do not know their territories well.
• B) Salespeople are not in a good position to recognize potential new channel members.
• C) Salespeople may not devote much effort to finding new channel members because they may not be adequately rewarded for doing so.
• D) It is very expensive to use salespeople for this purpose.
• E) Salespeople are not trained to evaluate channel members.

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Definitions:

Blaming The Victim

A phenomenon where the victim of a crime or any wrong is held entirely or partially at fault for the harm that befell them.

Group Polarization

The phenomenon whereby a group’s prevailing attitudes or beliefs become stronger or more extreme following group discussions.

Groupthink

Groupthink refers to a psychological phenomenon where the desire for group consensus and harmony results in an irrational or dysfunctional decision-making outcome.

Social Loafing

The phenomenon wherein individuals exert less effort to achieve a goal when they work in a group than when they work alone.