Customer relationships were now being handled more

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complexity. Customer relationships were now being handled more and more by __________, which was typical of firms experiencing this kind of growth. A. manufacturer's representatives B. brokers C. sales administrators D. junior sales reps E. selling teams Selling teams, combining specialists in order getting, order taking, and sales support, often work together to service important accounts, especially in larger companies with complicated products. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard
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Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 100. (p. 388) Bhakti had recently been promoted to a sales management position. She had been an effective representative, but her strengths--and educational background--were in management. She was about to begin her first salesperson recruitment campaign. The most important thing Bhakti can do to ensure that she recruits the right people is to: A. check refe candidate position. B. run a credit check to ensure that the recruit does have a C. determine exactly what the salesperson will be doing an candidates will need to succeed. D. make sure the application forms are filled out correctly. E. make sure her boss is happy with the number of candid It is important to determine what traits and abilities a good salesperson needs to have, and to seek these traits in job candidates. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 101. (p. 389) By a margin of seven to one in a survey of sales and marketing executives, respondents believe that: Although there are some "born sales reps," most sales and marketing executives believe that training and supervision are the most important factors determining the success of a sales force. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force
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102. (p. 389) Seasoned sales reps and new recruits alike can benefit from sales training in which of the following areas? Sales training is offered in all of these areas to both new and seasoned sales reps. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 103. (p. 390) Kay is a new sales manager and wants to improve her ability to motivate the sales force, so she asks her fellow sales managers for advice. Which of these suggestions would you recommend that Kay
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