A Company Directs Its Sales Force Members to Use Multiple

question 13

Multiple Choice

A company directs its sales force members to use multiple selling strategies.What is its salespeople expected to do?

• A) split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet in 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 a variety of plans for selling the numerous products in the company's product line to a variety of different market segments
• D) invest the bulk of their time and other resources in the large, important accounts in their territories
• E) develop one form of presentation for existing accounts and another for prospects

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Definitions:

Promissory Note

A financial instrument that contains a written promise by one party to pay another a definite sum of money either on demand or at a specified future date.

Commercial Paper

A short-term unsecured debt instrument issued by corporations, typically for financing accounts receivable and inventories.

Simple Interest

Interest earned or paid on the original principal amount alone, without compounding.

Buyer

A person or entity that purchases goods or services.