MKT 100 Lecture : Chapter 8 answers.docx

• School: Ryerson University
• Department: Marketing
• Course: MKT 100
• Professor: Mary Foster

Document Summary

They all are all a relationship selling tactic. The old-fashioned geographical sales territory is often still preferred over other sales organizational structures designed around customers or products because: It offers the firm the greatest control at a lower cost. A seller in a high-growth market faces particular problems such as: The use of technology such as 800 service call numbers, cell phones, home internet access to account records and to members of a sales support team, has: Some entrepreneurial risks may have to be taken to give heavy support and service to: Set the average time that salespeople are to spend with aa to d accounts. A firm has a total of 40 of all types of customers, and the time required to service all those customers totals 100 hours per year on average for each customer. Divide the total time required to service accounts by the selling time available to the average salesperson.