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Chapter 2 - Strategic Sales Force Management Questions and Answers Latest Updated
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Chapter 2 - Strategic Sales Force Management
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Chapter 2 - Strategic Sales ForceManagement
Marketing Management - answer the process of planning, implementing, and
coordinating all marketing activities and then integrating them into the operations of the
firm
What are the 4 stages Marketing Management evolves through? - answer1.) Production
Orientation
2.) Sales-Orientation
3.) Marketing-Orientation
4.) Relationship-Orientation
Production Orientation Stage - answer-company is typically production oriented
-focus on economics of scale and mass producing small variety for lowest cost
-exists when demand greatly exceeds supply.
Sales-Orientation Stage: - answer*hard sell, transactional selling
-focus on selling product to any or all prospects, regardless of their actually need.
Marketing-Orientation Stage - answeruse marketing management strategy with goals
focus on customer satisfaction and profitable sales volume
*focus on marketing, not selling
Relationship-Orientation Stage - answer-extension of marketing orientation
-buyer and seller commit to do business for a long period of time
-salespeople become more like consultants, they focus on improving customer's overall
profitability rather than just selling things to them.
Peddlers - answera person who goes from place to place selling small goods
*worked for themselves
*sold directly to customers
Canvassers (solicitor) - answersell a product line from a single manufacturer, sell good
by subscription (make a downpayment, and then good would be delievered)
Book Agents - answerhaired by large book publishers, usually females
-just like canvassers, sold a single product-line for a publisher.
Drummers: - answertraveling salesmen hired by wholesale companies to sell to general
stores
*paid salary and commission
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