Describe at least three advantages and at least one disadvantage that could result from the use of personal selling.

Question 1.
A marketing manager has decided to use personal selling as a strategy. Describe at least three advantages and at least one disadvantage that could result from the use of personal selling.

Question 2.
Describe some of the characteristics that would come into play in determing the appropriate sales organization structure.

Question 3.
Explain the importance of sales territories from the standpoint of the sales organization.

Question 4.
What are the important elements of the design of sales territories? What can be the impact of a poorly designed territory?

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