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Pick 4 Questions to answer in detail – I expect about 1 paragraph or more for each question.

1. How can top management keep the sales manager abreast of changes in the environment that affect the company? How can the sales manager pass on such information to the sales force?
2. We said company planning should be customer oriented. Exactly what does that mean? In what way or by what stretch of the imagination might the planning of the firm’s employee benefit package by affected by customer considerations?
3. Why should a company be concerned about the profitability of its customers?
4. What are some ways in which sales managers can empower their salespeople?
5. How do marketing people depend on salespeople? How do salespeople depend on marketing people

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