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How can salespeople earn trust of their customerswhat is

Essay Questions: Sales Management

1. How can salespeople earn trust of their customers?

2. What is customer value? How can salespeople add to the value received by customers?

3. How would sales management activities differ for an SBU following a differentiation strategy versus an SBU using a low-cost strategy?

4. Describe how work load approach is used to determine the number of salespeople to assign to a sales district - Be sure to identify what information are needed and how those pieces of information are used
Should firms always try to design equal territories? Why or Why not?

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