Which of the Following Is NOT One of the Six

question 28

Multiple Choice

Which of the following is NOT one of the six drivers of change identified in reinventing sales organizations?

• A) Building long-term relationships with customers
• B) Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups
• C) Shifting sales management style from commanding to coaching
• D) Organizing sales teams into regional office structures
• E) Better integrating salesperson performance evaluation

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Definitions:

Market Share

The percentage of an industry's sales that a particular company controls, indicating its competitiveness in the market.

Sales Orientation

A company objective based on the belief that increasing sales will help the firm more than will increasing profits.

Purchase Decisions

The process of evaluating and choosing between products or services to fulfill a need or desire, influenced by factors like price, quality, brand loyalty, and advertising.

Important Factors

Important factors refer to the critical elements or aspects that significantly influence the outcome or success of a situation, project, or analysis.