Which of the following statements about sales force resource management is true?
A)As a rule, 10 percent of a salesperson's sales come from 90 percent of his customers.
B)Meetings and learning about new products are examples of a salesperson's nonselling investment of their time.
C)As a basis for resource allocation, a salesperson should classify customers on the basis of the geographic proximity to his location.
D)The physical resources managed by a salesperson represent costs to her but investments to the company for which she works.
E)Managing resources is the third stage of self-management.

Question

Quizplus · Accepted Answer

Meetings and learning about new products are examples of a salesperson's nonselling investment of their time. Sales force resource management involves managing a salesperson's time, efforts, and physical resources in the most efficient and effective manner possible to achieve the goals of the company. Salespeople must make investments in nurturing relationships with customers, training, and acquiring product knowledge to build their skills and knowledge, which helps to increase their chances of selling successfully.

Which of the Following Statements About Sales Force Resource Management