Although Firms May Differ in the Specifics of How Salespeople

question 238

Essay

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

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Definitions:

Reframing

A psychological technique involving changing the context or viewpoint of a situation to see it in a positive or different light.

Detriangulation

The process of removing a third party from a conflict between two other parties to directly address and resolve the issue.

Deinstitutionalization

The policy of moving people with mental or physical disabilities from large institutional settings into community-based care.

Mental Disorders

Conditions characterized by alterations in thinking, mood, or behavior associated with distress and/or impaired functioning.