Briefly explain the four types of field sales forces Shapiro identified which are discussed in the text
What will be an ideal response?
1, Transactional field sales force: each salesperson is responsible for calling on customers in a defined territory.
2, Systems sales force: salespersons from several product groups or divisions within a company work together.
3, Major account salesforce: when important customers have multiple divisions located across the nation or world, suppliers often rely on contracts.
4, Strategic account team comprises cross-functional personnel who are permanently assigned to one customer. They may even maintain offices at the customer's facility. Their task is to manage the entire customer relationship.
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The forces for organizational change have resulted in the need for organizations to be ______.
A. reactive B. proactive C. inactive D. active
A turnkey project includes
A. plant design and technology supply. B. construction up to but not including trial runs. C. direct selling. D. government training.
VMI is ______.
A. a channel alignment method that mitigates the bullwhip effect caused by forecast updates B. vertically merged integration C. when the vendor merges his inventory with the inventory of the company D. a way to reduce cost of inventory transportation
Which of the following cash flows are NOT considered in the calculation of the initial outlay for a
capital investment proposal? A) cost of issuing new bonds if the project is financed by a new bond issue B) increase in accounts receivable C) installation costs D) None of the aboveNall are considered.