B X La The Process of Buying and Selling Which factor do the following sales activities belong to? Establish relationship with distributors, train brokers A Educational activities B Product support Office D Channel support Which factor does the following sale activity "learn about products" belong to? A Educational activities B Training/recruiting Travel D Computer Which of the following contradicts the critical drivers of change identified for reinventing sales organization? A Creating sales organizational structures that are more adaptable to the needs of different customer groups. B Gaining less job ownership and commitment from sales people Shifting sales management style from commanding to coaching. D Building long-term relationships with customers All of the following consumers are involved in the B2B markets except A Sales to reseller B Sales to business users Sales to institutions D Sales to consumers Which of the following critical drivers of change for reinventing sales organizations may not contribute to a sound organizational sales culture? A Building long-term relationships with customers. B Better integrating salesperson performance evaluation Leveraging available technology for sales success. D Shifting sales management style from coaching to demanding A E 0 17 13