Designing sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of

Related MCQs

• 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.
• Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force?
• All of the following would be major sales force management decision steps EXCEPT:
• The first step in determining how a firm's sales force compensation program will be structured is to determine the:
• 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.
• 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…………..
• 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:
• The sales force can play a central role in achieving a marketing orientation strategy, by