Which of the Following Is a Primary Concern of Top

question 47

Multiple Choice

Which of the following is a primary concern of top managers?

• A)supervising nonmanagerial employees
• B)training, motivating, and rewarding salespeople
• C)developing and fine-tuning employee skills
• D)supervising first-line managers
• E)deciding which goods a company should produce

---

Definitions:

Memorized Sales Presentation

A sales strategy where the salesperson memorizes a sales pitch and delivers it verbatim to each potential customer.

AIDA Approach

A marketing strategy model that stands for Attention, Interest, Desire, and Action, used to guide the process of advertising and sales techniques.

Transactional Selling

A sales approach focused primarily on achieving quick sales transactions rather than building long-term customer relationships.

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.