When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:
A) sales training has to be altered.
B) sales compensation should be changed.
C) sales territories need to be redesigned.
D) only a and b above.
E) all of the above.

Question

Quizplus · Accepted Answer

When a company like Scott Paper Company shifts its focus towards improving profitability, it logically entails a comprehensive approach that affects various aspects of its sales operations. This includes altering sales training to better equip the sales force with skills and knowledge focused on profitability, changing sales compensation to align incentives with profitability goals, and redesigning sales territories to optimize sales efforts and resources towards more profitable outcomes. Therefore, all the mentioned changes (A, B, and C) are logical consequences of the company's new focus.

When the Scott Paper Company Switched Its Focus to Improving