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While a computer retailer engages in extensive advertising and many consumers come to the store ...

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While a computer retailer engages in extensive advertising and many consumers come to the store ...

While a computer retailer engages in extensive advertising and many consumers come to the store knowing what camera to purchase, it is concerned that salespeople do not effectively cross-sell. The retailer wants to encourage its salespersons to sell software, extra memory, tape-backup devices, and extended warranties at the same time as the computer purchase. The retailer needs to attract and motivate ________.
A) order-taking salespersons
B) order-getting salespersons
C) sales engineers
D) sales managers

Textbook

Retail Management: A Strategic Approach

Edition: 13^th

Authors: Berman, Evans, Chatterjee

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