According to the Text,when a Company Directs Its Sales Force

question 36

Multiple Choice

According to the text,when a company directs its sales force members to use multiple selling strategies,this means salespeople are expected to:

• A) split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson.
• B) have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay.
• C) develop different sales approaches for the different products in the company's product line.
• D) invest the bulk of their time and resources in the key accounts in their territories.
• E) develop one form of presentation for existing accounts and another for prospects.

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Definitions:

Private Cost

The costs directly incurred by those producing or consuming a good or service, excluding externalities or indirect costs.

Raise Capital

The process by which firms obtain funding to finance their operations, growth, or investments, often through issuing debt or selling equity.

Economic Flow

The movement of resources, goods, services, and money among households, businesses, and the government in an economy.

Large-scale Privatization

The process of transferring ownership of large government enterprises to private entities.