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Q. If a company chooses to employ its own sales force, the three organizational structures it may use are:

Q. The sales force can play a central role in achieving a marketing orientation strategy, by

Q. ………………involves identifying activities management feels the salespeople should perform to produce the desired results.

Q. ___________________ reduces risk because they prove the benefits of the product.

Q. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel.

Q. When commission is combined with a base salary it is known as………………

Q. All of the following would be major sales force management decision steps EXCEPT:

Q. ………………………..organization becomes inappropriate in case of rapidly growing organization are those with large sales staff, as growing departments necessitate additional layers of executives to be added.

Q. In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________

Q. The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.