Which of the following statements about sales force management is true?
A) The sales force is the firm's most direct link to the customer
B) The statement, ""The world will beat a path to your door if you build a better mousetrap,"" reflects how business operates today
C) As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
D) Personal selling is usually less expensive than advertising
E) Sales management is no different from any other kind of management

Question

Quizplus · Accepted Answer

The sales force is the firm's most direct link to the customer and therefore sales force management is crucial to a company's success. Option B is incorrect because this statement is not reflective of the current business climate where competition is high and companies must actively market their products. Option C is also incorrect because the marketing concept focuses on satisfying customer needs, while a sales orientation is more focused on promoting the product. Option D is incorrect because personal selling is usually more expensive than advertising. Option E is incorrect because sales management has its own unique challenges and requires specialized skills and knowledge.

Which of the Following Statements About Sales Force Management Is