The 80/20 Principles Can Be Used to Explain Why Salespeople

question 74

Multiple Choice

The 80/20 principles can be used to explain why salespeople use:

• A) the ELMS system to segment accounts in their sales territories.
• B) trial closes a minimum of three times per sales call.
• C) three different types of routing patterns.
• D) waiting time for non-selling activities.
• E) mobile offices and technological tools.

Understand the principles of evolutionary psychology and the impact of traits on survival and reproduction.

Grasp the concept of conformity and its effects on social behavior.

Acknowledge the uniqueness of human sociality and the role of culture in shaping behavior.

Identify different cognitive systems in the human mind and their functions.

---

Definitions:

Dedicated

Being committed and devoted to a task or purpose with a significant amount of effort and enthusiasm.

Job Enlargement

Increases task variety by combining into one job two or more tasks previously assigned to separate workers.

Task Variety

The degree to which a job involves a range of different activities requiring different skills.

Separate Workers

The process or policy of keeping workers apart from each other, possibly based on roles, tasks, or certain conditions.