According to the text,when a company directs its sales force members to use multiple selling strategies,this means salespeople are expected to:
A) split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson.
B) have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay.
C) develop different sales approaches for the different products in the company's product line.
D) invest the bulk of their time and resources in the key accounts in their territories.
E) develop one form of presentation for existing accounts and another for prospects.

Question

Quizplus · Accepted Answer

The bulk of sales force resources (such as personnel, time, samples, and entertainment expenses) should be invested in the key accounts, and the needs of these large
accounts should receive top priority. Therefore, salespeople use multiple selling strategies.

According to the Text,when a Company Directs Its Sales Force