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Sales Management
1. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes?
2. Sales support personnel include customer service reps, account coordinators, sales assistants, and others whose efforts have a critical impact on a sales force's success. The chapter discusses motivation from the perspective of the sales force. How would you apply the concepts discussed in the chapter to sales support personnel? What can a company do to motivate sales support personnel?
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A product has demand of 1,301 units per year. Ordering cost is $113 and holding cost is $9.79 per unit per year. The EOQ model is appropriate. The EOQ (optimal order quantity, Q) solution for this product will cost about _____ per year in tota..
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