Exam (elaborations)
MKT 337 Exam -3 Sales Force Design and Management & Global Marketing Questions with Solutions
- Course
- Institution
MKT 337 Exam -3 Sales Force Design and Management & Global Marketing
[Show more]
Content preview
MKT 337 Exam #3 Sales Force Designand Management & Global Marketing
objectives and strategy; size and structure; system for hiring, training, evaluating, and
compensating - answerWhen designing a sales force, managers must decide on three
main things:
direct sales force - answerSales force consisting of a company's own employees
indirect sales force - answerSales force consisting of employees of an independent
sales organization
leveraged sales force - answerSales force where focal teams from the direct sales force
are assigned to call top CLV accounts while less costly indirect sales representatives
handle accounts with lower potential
Firm desires stricter control over product/service messaging; Product is specialized in
terms of function, market, or other key characteristics; Product breadth is relatively
wide; Organization is sufficiently established enough to support additional employees -
answerGenerally, an organization would opt for a direct sales force if: (list 4 with
semicolons between each)
product, market, account, geography - answerWhat are the 4 most common factors that
sales force structures are based on?
systems or solutions selling - answerWhen vendors offer combinations of products and
services to solve customers' problems
key account selling - answerSelling to a customer whose purchases account
for a disproportionately high share of the vendor's
sales volume and/or profit
open the selling process, qualify the prospects, develop the sales strategy, organize the
justification, make the presentation, coordinate resources and personnel, close the sale,
nurture the account relationship - answerWhat are the 8 steps of key account selling?
special sales force - answerSales force that comprises senior sales representatives who
call exclusively on the buying offices of major retail chains and wholesalers
, boundary role - answerThe dual role played by salespeople in their organizations,
requiring them to simultaneously represent the vendor to the customer and the
customer to the vendor
order taker, missionary, technician, demand creator, consultative seller - answerOn the
basis of the selling task itself, what are the 5 categories that salespeople can be
classified into (ranging from the least sophisticated to the most sophisticated types of
selling)?
behavior-based sales culture - answerA sales culture where how salespeople act and
what they do on the job is considered to be just as important as how many sales they
make
outcome-based sales culture - answerA sales culture where the sole concern is results
pure commission - answerA compensation structure where you only get compensation
for each sale you make
pure bonus - answerA compensation structure where you get paid each time you hit a
certain amount of transactions
commissions at a quota - answerA compensation structure where you start to earn
commission after you reach a certain amount of sales
commissions at a quota - answerWhat is this type of compensation structure called?
pure bonus - answerWhat is this type of compensation structure called?
pure commission - answerWhat is this type of compensation structure called?
intrinsic; extrinsic - answerJob satisfaction is more often the result of __________
rewards rather than _____________ ones.
other managerial processes; internal and external environments - answerTo be
effective, the components of a compensation plan must be integrated with ______
________ ________ and related to both ___________ ____ __________
_____________.
market influences, industry influences, regional influences, company influences -
answerWhat are the four influences affecting global market entry (YOU HAVE TO
KNOW THESE BITCH)?
country of origin effect - answerWe, as consumers, naturally associate certain
geographic areas with quality. This is know as the _________ ______ __________
_________.
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller julianah420. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $16.49. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
62890 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now