Sales force compensation is usually commission based. While this typically motivates the sales force, a potential risk is _________________.

		that it will be confusing to the HR department
		that the personal selling component of the company's strategy will dominate
		that it may motivate salespeople to try to sell products that the customer doesn't need
		that it takes too long for the motivation effect to occur
		that it only works for territorial sales force structures

___________________ is an important step in the selling process since this allows the company to use its time making sales calls more efficiently.

		Customer stratification
		Customer mapping
		Cold calling
		Relationship building
		Lead generation

You are launching a new premium brand of chocolate. Since you are a small company you will mostly focus on a push strategy, since ___________________________________.

		you want to make sure that your product will be made available and clearly promoted in several stores
		a push strategy is a good fit with social media tools like Instagram
		A push strategy is the best option for creating consumer desire
		pull strategies cannot be used for consumer food products
		TV or print advertising doesn't work for chocolate

The promotional tool__________________ is useful if a firm has an immediate objective, such as increasing sales for a brand quickly.

		publicity
		sales promotions
		media marketing
		product placement
		advertising