Whether or Not a Salesperson Will Go Through All Five

question 29

Multiple Choice

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

• A)the use of sales representatives versus independent reps.
• B)the effectiveness of role playing.
• C)the buyer's readiness to purchase.
• D)the number of sales support personnel available.
• E)how the person was trained.

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Definitions:

Transfer Prices

Prices assigned to transactions between related entities within a multinational corporation, often for accounting and tax purposes.

Decentralized Units

Separate divisions or departments within an organization that operate semi-autonomously, with their management responsible for certain decisions and operations.

Investment Centers

Segments or units within an organization for which the manager is responsible for generating revenue and controlling costs, often evaluated based on their return on investment.

Profit Centers

Segments or departments within a business that are responsible for generating profits and are evaluated on their profitability performance.