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IDIS 433 Final Exam Study Guide Solutions

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IDIS 433 Final Exam Study Guide Solutions S.M.A.R.T. goals - ANSWER-S. - Specific M. - Measurable A. - Aligned R. - Reach-out or Relevant T. - Time-bound 10 steps structured brainstorming - ANSWER-1. State what you are brainstorming and write it where everyone can see it. 2. Ask for help in...

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  • November 4, 2024
  • 58
  • 2024/2025
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KaylinHoffman
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IDIS 433 Final Exam Study Guide Solutions


S.M.A.R.T. goals - ANSWER✔✔-S. - Specific


M. - Measurable


A. - Aligned


R. - Reach-out or Relevant


T. - Time-bound


10 steps structured brainstorming - ANSWER✔✔-1. State what you are brainstorming and write it


where everyone can see it.




2. Ask for help in brainstorming, and go for: a


large number of ideas and at least one "wild" i


idea from each and expect to hear "seed"


words.




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3. Have participants write their ideas individually


and in quiet.




4. If this a company project, state what


corporate goal they are working towards




5. Seek ideas in round-robin fashion, one idea at


a time, including your ideas, rapid fire.




6. Write ideas on a flipchart or whiteboard or


collect sticky notes.




7. Support participants ideas: "good idea", nod


head, DO NOT say "we have heard that


before".




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8. Develop new spinoff ideas from wild ideas.




9. Clarify ideas where needed.




10. Tell them or identify the next steps that will occur with their listed ideas and most importantly, thank

them for their hard work and great ideas!


Assembling your team (sales force) - ANSWER✔✔--organizational design and types


-salesforce design, structure, and size


-roles and responsibilities


-recruitment


-interviewing/hiring


-retention


-professional team meetings


-(guest speaker)


Specialization within your sales department - ANSWER✔✔--geographic

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-product


-market


-combination


geographic specialization - ANSWER✔✔-grouped by physical territories


product specialization - ANSWER✔✔-grouped by type of product sold


market specialization - ANSWER✔✔-grouped by type of customer, by industry, or by channel of

distribution


Combination specialization - ANSWER✔✔-combo of any of the above


Specialization is ____________ - ANSWER✔✔-trending today and will continue to grow in popularity


Wholesaler-Distributors are - ANSWER✔✔-Salesforce organizations


Sales are wholesale-distributor's____________ - ANSWER✔✔-primary reason for being


Salesforce makes up ____________________ for wholesale-distributors - ANSWER✔✔-the bulk of the

workforce


Distributors that take a proactive approach to sales force structure __________________ - ANSWER✔✔-

clearly communicate their identity to the marketplace




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