By organizing its sales force around retailing,financial services,and the petroleum industry,Hewlett-Packard is employing the _____ approach in structuring the sales force.
A) Geographical
B) Product
C) market-centered
D) Territory
E) national accounts
Correct Answer:
Verified
Q4: The geographical sales organization structure presents which
Q6: Both behavior-based and outcome-based measures are used
Q10: The primary objective of the organizational selling
Q10: The sales resource grid indicates that a
Q15: Effective sales training:
A)builds the confidence and motivation
Q34: The _ measurement approach of salesperson performance
Q45: Frequent contact between the salesperson and sales
Q46: The final phase for selecting key accounts
Q51: If the territory is geographically dispersed, sales
Q60: A key account represents a customer who
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