The primary advantage of an internal salesforce

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Reference no: EM132156077

1. The PRIMARY advantage of an internal salesforce for the firm is that:

A) they are more under the sales manager's control than external salespeople.

B) they are able to lower the fixed costs to the organization.

C) they are able to lower the variable costs to the organization.

D) they are considered to better understand company products and services.

E) both a and d.

2. In, "Motivating Salespeople: What Really Works," what general guideline is implied for sales compensation?

A) Treat every sales person the same, in terms of using compensation to motivate behavior.

B) Use the "Glengarry, Glen Ross" approach--reward the obvious winner of a sales competition, but nobody else.

C) Fire low performers and don't worr about their compensation.

D) Sales compensation is easy, simply pay the most money to higher performers and all desired behaviors will fall into place for all salespeople.

E) None of the above is a logical application of concepts from the article.

Reference no: EM132156077

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