Maintaining high ethical standards on the part of the sales personnel is a critical driver of sales force performance. It affects the firm's capacity to build relationships with customers as well as:
A. Develop a positive work environment for employees.
B. The salespersons overall ethical values
C. The likelihood to get quickly promoted.
D. Guarantee customer's satisfaction with their products.
E. None of the above
Answer: A
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The difference between a department's net sales and cost of goods sold is known as the
a. departmental gross profit; b. departmental operating expense; c. departmental operating income; d. departmental direct operating margin; e. departmental net income
Explain the difference between a market and a target market. Provide a specific example of each.
What will be an ideal response?
Identify the first step in the workload approach to establish sales force size
A) grouping customers into size classes according to annual sales volume B) establishing desirable call frequencies for each customer class C) determining the total workload for the country in terms of sales calls per year D) determining the average number of calls a sales representative can make per year E) calculating the total number of sales reps needed
The Internet is a much better medium for the targeted promotion of a certain cosmetic brand, but
due to the high poverty levels in Alagaesia, newspapers have better market penetration and are hence preferred for promotion of the cosmetic brand. Which of the following market forces is affecting the market the most in this case? A) technological forces B) social forces C) political forces D) economic forces