The First Step in the Sales Force Management Process Is

question 39

Multiple Choice

The first step in the sales force management process is best described as being:

• A)designing sales force strategy.
• B)setting sales force objectives.
• C)recruiting and selecting salespeople.
• D)commission system management.
• E)supervising salespeople.

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Definitions:

Epidemiological Study

Research aimed at examining the patterns, causes, and effects of health and disease conditions in defined populations.

Correlational Studies

Research methods that explore the relationship between two or more variables, without determining direct cause-and-effect relationships.

Case Studies

Case studies are in-depth investigations of a single person, group, event, or community over a specific period, used to explore cause and effect relationships in unique contexts.

Internal Validity

The extent to which a study can prove that the independent variable is the sole cause of changes in the dependent variable, minimizing the impact of confounding variables.