Question: While Derek has historically sold all paint products that Sherwin - Williams offers, the new sales manager is considering some changes. Derek would be in

While Derek has historically sold all paint products that Sherwin

-

Williams offers, the new sales manager is considering some changes. Derek would be in charge of selling only the industrial paint lines. The other field sales representative would be in charge of selling only the residential paint lines. This is an example of which function of sales management?

Recruiting and selecting salespeople

Motivating salespeople

Establishing sales

-

force objectives

Controlling and evaluating the sales force performance

While Derek has historically sold all paint products that Sherwin-Williams offers,

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