Globalization and technological change provide new pathways for businesses and salespeople to thrive, which leads to more entrants into the market, or more Specialization Competition Customers Revenue Question 2 (2 points) Technologies have completely transformed sales organizations by moving many jobs to the rapidly growing where digital technologies combined with the many social tools available help sales organizations expand their customer coverage without ever being physically present at the customer location. Freelance salesforce Inside sales force Outside sales force International salesforce Through social selling, salespeople can become by sharing industry insights, specialized knowledge, and customer solutions through self-created or third-party content. Popular Thought leaders Obsessively online Sponsored creators Question 6 (2 points) Salespeople must be aware that although technology can aid in building relationships through more communication channels and personalization of content, it is still who creates the relationship and builds trust with the prospect or customer. Artificial intelligence Bots The salesperson Personal assistants The term refers to authoritative figures on topics. Evangelists CEOs Thought leaders Gurus Question 8 (2 points) Creating real,; personal, human interactions with prospects and customers is difficult, regardless of the situation; however, research suggests that is a key component of life, central to most selling situations, and increases sales performance. Social media Artificial intelligence Authenticity Sales Digital sales stages end with a such as sign up, discover, try, or watch. Call to action Request Order Suggestion Question 10 (2 points) A(n) is a message designed to provoke an immediate response. Request for reply Controversy Order Call to action