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:

Twin Countershaft Transmission

A twin countershaft transmission is a type of gearbox found in heavy-duty vehicles, featuring two parallel shafts that allow for more efficient torque distribution and gear ratios.

Input Shaft

The shaft that transfers power from an external source (like an engine) into a gearbox or transmission to be distributed to the machinery.

Shift Bar Housing

The manifold on top of a standard transmission that houses the shift rails, usually three, to which shift yokes are connected; the shift tower assembly mounts on top of the shift bar housing. Also known as shift rail housing.

Range Shifts

Actions or processes involving the change of gear ranges in transmissions, allowing vehicles to operate efficiently across different speeds and terrains.