Author Question: Salespeople need to spend some time prospecting on a regular basis because there is typically a ... (Read 107 times)

fagboi · **on:** Jun 28, 2018

Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Indicate whether the statement is true or false

Question 2

By organizing its sales force around retailing, financial services, and the petroleum industry, Hewlett-Packard is employing the _____ approach in structuring the sales force.
A) geographical
B) product
C) market-centered
D) territory
E) national accounts