Which of the Following Sales Force Structures Are Gaining Popularity

question 98

Multiple Choice

Which of the following sales force structures are gaining popularity in today's competitive selling environment for companies that emphasize relationship selling?

• A) product based
• B) geographic based
• C) industry or market based
• D) customer based

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Definitions:

Relationship Endurance

The ability of a relationship to withstand stresses and remain healthy and strong over time.

Attachment Style

Patterns of behavior in relationships that result from the internal models of self and others formed during early child-parent interactions.

Mary Ainsworth

An American-Canadian developmental psychologist best known for her work in early emotional attachment with the "Strange Situation" assessment.

Anxious/ambivalent

A type of attachment style characterized by intense emotional responses and uncertainty in relationships.