The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers.These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result,these sales reps may be reassigned. Based on this project request,what element of the sales force management process will you focus on?

Question

​The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers.These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result,these sales reps may be reassigned. Based on this project request,what element of the sales force management process will you focus on?
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Quizplus · Accepted Answer

The project request mentions the goal of moving away from territory-based sales to customer-oriented sales, which suggests a need to reorganize the sales force. Therefore, the focus would be on organizing the sales force. The other options, such as establishing expectancy, recruiting and selecting salespeople, evaluating and controlling personnel, and compensating salespeople, do not directly relate to the goal of reorganizing the sales force.

​The Top Marketing Manager of Your Company Has Asked You

The Top Marketing Manager of Your Company Has Asked You