When selling effort is considered to be more important than selling skill, the salesforce should be
A) specialized.
B) expanded.
C) centralized.
D) decentralized.
E) generalized.

Question

Quizplus · Accepted Answer

When selling effort is considered more important than selling skill, a generalized salesforce is appropriate. This approach allows for a broader range of tasks to be covered by each salesperson, focusing on effort and coverage rather than specialized skills.

When Selling Effort Is Considered to Be More Important Than