………………involves identifying activities management feels the salespeople should perform to produce the desired results.

Related MCQs

• While developing ________________________ salesperson must know about the characteristics desired of the salespeople by buyers.
• Which of the following is NOT an example of behavioral measures used to evaluate salespeople?
• In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs?
• There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes:
• There are three interrelated elements of rewards for salespeople. One of the elements is direct financial rewards and includes:
• Companies using team of salespeople specialized in sales, marketing, engineering, finance and technical support used for managing complex accounts is known as
• The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.
• The salespeople who travel to call on customers is known as
• Salespeople who sells their product directly to the customers on telephone is called
• Salespeople who conduct business from their offices through telephones and visiting to customers site is known as