The top marketing manager of your company has asked you to make recommendations

Question

The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers. These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result, these sales reps may be reassigned.

Based on this project request, what element of the sales force management process will you focus on?

a. recruiting and selecting salespeople b. compensating salespeople c. evaluating and controlling personnel d. establishing expectancy e. organizing the sales force

Explanation / Answer

e. organizing the sales force

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