Rick, Sales Manager for an Automobile Dealership, Encourages His Sales

Multiple Choice

Rick, sales manager for an automobile dealership, encourages his sales force to identify and manage their assigned customer relationships. Rick is responding to the ____________ driver of change is today's selling environment.

A) Shifting sales management style from commanding to coaching
B) Gaining greater job ownership and commitment from salespeople
C) Better integrating salesperson performance evaluation
D) Building long-term relationships with customers
E) Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups