IMM_Quiz4 - up the line to regional sales managers 2....

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Quiz#4 What are the six steps of sales force management? 1. Setting salesforce objectives 2. Designing salesforce strategy 3. Recruiting and selecting salespeople 4. Training salespeople 5. Supervising salespeople 6. Evaluating salespeople List the three sales structures. 1. Territorial salesforce: each salesperson responsible for a particular area and reporting
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Unformatted text preview: up the line to regional sales managers 2. Product salesforce: each salesperson sells only one product or product line 3. Customer salesforce: managers are responsible for particular clients...
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