As the territory sales manager you must promote improving sales performance by all local sales persons, whether new or experienced. Deciding how to coach this for individual sales persons is likely to emphasize three of the following kinds of decision making but unlikely to include decision making of the fourth kind. Select that fourth entry.   a. "see what works"   b. structured   c. semistructured   d. unstructured

Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
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6) As the territory sales manager you must promote improving sales performance by all local sales persons, whether new or experienced. Deciding how to coach this for individual sales persons is likely to emphasize three of the following kinds of decision making but unlikely to include decision making of the fourth kind. Select that fourth entry.

  a.

"see what works"

  b.

structured

  c.

semistructured

  d.

unstructured

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