Sarah is a salesperson who prefers calling or meeting her sales leads before getting any information about them or their companies. Sarah uses _____ as a source of sales prospecting.
A) centers of influence
B) networking
C) cold calling
D) company records
E) advertising inquiries
Question 2
The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity and high sales organization strength. This suggests which of the following sales resource assignments?
A) Invest a high level of sales resources to take advantage of opportunity.
B) Invest a minimal level of sales resources.
C) Invest a moderate level of sales resources to keep current position strength.
D) Either direct a high level of sales resources to improve position or shift resources to other PCUs.
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