Management Should Determine What the Specific Responsibilities of Personal Selling

question 36

Multiple Choice

Management should determine what the specific responsibilities of personal selling will be and what role it will assume relative to the other promotional mix elements.Which of the following questions could best guide the management in determining the roles?

• A)How many salespeople do the competitors have?
• B)What is the total sale amount of the industry to which the company belongs?
• C)How many people work in each department of the organization?
• D)How is the company performing in the market and what is the market capitalization of the company?
• E)What specific information must be exchanged between the firm and potential customers?

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Definitions:

Cephalocaudal

A principle of development that describes growth and development that begins at the head and progresses downward towards the feet.

Proximodistal

A pattern of development where growth starts at the center of the body and moves towards the extremities.

Experience-Dependent

Brain functions that depend on particular, variable experiences and therefore may or may not develop in a particular infant.

Experience-Expectant

Brain functions that require certain basic common experiences (which an infant can be expected to have) in order to develop normally.