Which of the following is true of a territorial sales-force structure?
A) It clearly defines each salesperson's job and establishes accountability.
B) It benefits firms with many technological products requiring technically skilled salespeople.
C) It is used by firms that organize their sales forces along customer or industry lines.
D) It requires salespeople to sell a wide variety of products over a broad geographic area.
E) It differentiates the sales force solely on the basis of product expertise.
A
You might also like to view...
The most common form of direct marketing is e-mail
Indicate whether the statement is true or false
With respect to e-procurement, Acosta, Ahold, Best Buy, Carrefour, Family Dollar Stores, and several other companies joined forces to form a ________ called 1SYNC to use their combined leverage to obtain lower prices for raw materials
A) manufacturer's co-op B) supplier's co-op C) middleman group D) buying alliance E) buying cabal
Which of the following occurs when an employee demands a payment from a vendor in order to make a decision in that vendor's favor?
a. Bribery b. Larceny c. Economic extortion d. Illegal gratuity
The marketing research problem asks what the DM needs to do, whereas the management decision problem asks what information is needed and how it can best be obtained (Table 2.1 in the text)
Indicate whether the statement is true or false