The expectations of salespeople can be viewed as achieving four key roles: management contributor, change agent, communications agent and customer value agent.
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Q59: A pioneer's task involves adding new customers.
Q60: Salespeople who focus on gaining new customers
Q61: Salespeople working with existing customers are referred
Q62: Order-takers are actively involved in adding new
Q63: Sales-support personnel are generally involved in the
Q65: Salesperson compensation is often tied to the
Q66: In their change agent role, salespeople are
Q67: As product agents, salespeople help to create,
Q68: As a communications agent, salespeople provide valuable
Q69: As customer value agents, salespeople stimulate sales
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