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Chapter 2 - Strategic Sales Force Management Questions and Answers Latest Updated $13.99   Add to cart

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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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  • November 5, 2024
  • 2
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
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julianah420
Chapter 2 - Strategic Sales Force
Management

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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