Question

Which of the following statements about personal selling is true?

 

a. Today, most salespeople are well-educated, well-trained professionals working to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

 

b. Designing sales force strategy and structure is a minor element of sales force management, and as such is an aspect that most companies should not spend much time considering.

 

c. When sales are high, there should be a de-emphasis on prospecting as it is a time-waster.

 

d. Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value