When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:
a. sales training has to be altered.
b. sales compensation should be changed.
c. sales territories need to be redesigned.
d. only a and b above.
e. all of the above.
Ans: e. all of the above.
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Yield management systems are used to:
a. determine the availability of product substitutes in industries that are experiencing rapid change. b. profitably fill unused capacity by using complex mathematical systems. c. predict necessary service levels required to achieve revenue goals. d. determine whether it is financially more feasible to buy a new product or repair a broken one.
A manager is using feed-forward sales supervision when he communicates what the sales reps should be doing and motivates them to do it
Indicate whether the statement is true or false