Question: 1. How would you define the difference between a Product Sales Organization and a Market Sales Organization? 2. Discuss the first planning steps a sales

1. How would you define the difference between a Product Sales Organization and a Market Sales Organization?

2. Discuss the first planning steps a sales organization must complete prior to recruiting and selecting new salespeople.

3. The text states that to be fully motivated, salespeople must expend enough effort on the right job activities and be capable of pursuing goals even when they do not have immediate success. How do you think Reward System Management ties into this definition of motivation?

4. Why would you say that Outcome-based Evaluations are a logical choice as a component in the salesperson evaluation process?

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