Hewlett-Packard recently shifted its entire U.S. sales force into home offices and saved US$10 million in staff salaries and office rent despite spending US$8,000 to equip each home office with a notebook computer, fax/copier, cellular phone, two phone lines and office furniture. Such decreased selling costs are among the benefits of __________.

Hewlett-Packard recently shifted its entire U.S. sales force into home offices and saved US$10 million in staff salaries and office rent despite spending US$8,000 to equip each home office with a notebook computer, fax/copier, cellular phone, two phone lines and office furniture. Such decreased selling costs are among the benefits of __________.

Hewlett-Packard recently shifted its entire U.S. sales force into home offices and saved US$10 million in staff salaries and office rent despite spending US$8,000 to equip each home office with a notebook computer, fax/copier, cellular phone, two phone lines and office furniture. Such decreased selling costs are among the benefits of __________.



a) personal selling

b) direct marketing

c) sales force automation

d) decentralization

e) account management policies



Answer: c


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