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Q. No two companies have ………………..sales organization structure.

Q. Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force?

Q. Define forecasting as a systematic attempt to people the future by interference from known facts.

Q. What is the next step after “Need and Problem identification” in personal selling process?

Q. _________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account.

Q. _________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps)

Q. Sales organization helps in developing …………….

Q. In which type of compensation plan there is no incentives?

Q. John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:

Q. ………………is teaching how to do the jobs.