Which of the following is NOT part of the sales management process?
A) determining the size of the sales force
B) recruiting and hiring salespeople
C) setting company objectives
D) motivating individual salespeople
E) evaluating the performance of individual salespeople
C
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Kellogg's used a panel of consumers to evaluate its Kashi Heart to Heart cereal campaign featuring children who read the cereal box and try to persuade their parents to watch their cholesterol. These consumers judged the advertisements prior to the execution of the advertising campaign. This is an example of a(n)
A. pretest. B. inquiry test. C. recognition test. D. recall test. E. posttest.
According to the SPM, ______.
A. every task performed in every area of a firm has an impact on the firm’s bottom line B. every task performed in every area of a firm has an impact on the firm’s product quality C. every task performed in every area of a firm has an impact on the firm’s production capability D. every task performed in every area of a firm has an impact on the morale of the firm’s employees
Salespeople ensure that delivery schedules are met, that the products or services perform as promised, and that buyers' employees are trained to use the products in the _____ step of the selling process
a. preapproach b. needs assessment c. lead qualification d. follow-up
In relation to the balance sheet or income statement, the budget
A) requires greater accuracy. B) requires greater concern for financial goals. C) is less concerned with planning. D) is less important.