In Sales Force Management,which of the Following Is the Most

question 68

Multiple Choice

In sales force management,which of the following is the most difficult to determine?

• A)Effective recruiting sources to get new salespeople.
• B)An effective combination of sales force motivators.
• C)What sales force organizational structure to use.
• D)Where sales training should take place.
• E)How to assimilate new people into the sales force.

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Definitions:

Leader-Member Exchange Model

A theory highlighting the importance of the relationship between leaders and team members in determining organizational outcomes.

Unique Working Relationships

Distinctive interpersonal connections at the workplace characterized by originality in interactions, dynamics, or mutual expectations.

Initiating Structure

Organizing and defining relationships in the group by engaging in such activities as assigning specific tasks, specifying procedures to be followed, scheduling work, and making expectations clear

Precise Instructions

Clear and detailed directions provided to ensure a task is performed correctly and effectively.