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ere are three major tasks involved in the implementation stage of the sales manageme d salesforce motivation and compensation. Multiple Choice setting sales objectives O salesforce training O salesforce evaluation assignment of territories and/or accounts developing account management policies

ere are three major tasks involved in the implementation stage of the sales manageme d salesforce motivation and compensation. Multiple Choice setting sales objectives O salesforce training O salesforce evaluation assignment of territories and/or accounts developing account management policies

Principles Of Marketing
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, and salesforce motivation and compensation. Multiple Choice setting sales objectives salesforce training salesforce evaluation assignment of territories and/or accounts developing account management policies
Transcribed Image Text:There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, and salesforce motivation and compensation. Multiple Choice setting sales objectives salesforce training salesforce evaluation assignment of territories and/or accounts developing account management policies
The advantage of a product sales organization is that Multiple Choice salespeople can develop expertise with technical characteristics, applications, and selling methods for a particular product. the number of salespersons in the salesforce can be reduced. there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation. it significantly minimizes travel time, expenses, and duplication of selling effort from one territory to another. fewer sales managers are required since the salesforce is paid strictly on commission.
Transcribed Image Text:The advantage of a product sales organization is that Multiple Choice salespeople can develop expertise with technical characteristics, applications, and selling methods for a particular product. the number of salespersons in the salesforce can be reduced. there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation. it significantly minimizes travel time, expenses, and duplication of selling effort from one territory to another. fewer sales managers are required since the salesforce is paid strictly on commission.
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