If a company chooses to employ its own sales force, the three organizational structures it may use are:

Related MCQs

• Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force.
• Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales.
• Sales management is the ………………….of sales staff, and the tracking and reporting of the company’s sales.
• John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
• Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
• Mr. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT
• According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.
• Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management.
• Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:
• The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.