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Quiz 1 - Sales Force Management Questions and Answers 100% Solved
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Quiz 1 - Sales Force Management
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Quiz 1 - Sales Force Management3 prescriptions of a personal selling philosophy: - answer adopt marketing concept,
value personal selling, become a problem solver/partner.
Define B2B (business 2 business): - answer Sales you make to other businesses rather
than to individual consumers. Usually involves a manufacturer or a wholesaler.
Define B2C (business to consumer): - answerwhen a sales person sells their products
or service directly to the customer
What is trade selling? - answerrefers to the sale of a product or service to another
member of the supply chain.
Example of trade selling: - answera manufacturer sells its products to wholesalers and
the wholesaler employ sales reps to sell the products to retailers.
Example of B2B sales: - answerSupermarkets who buy from wholesalers then sell on to
consumers
Example of B2C: - answerA car sales person selling cars or a gym employee selling
gym memberships to consumers.
What are knowledge workers? - answerthey add value to information and are focused
on creating, using, sharing, and applying knowledge. They provide valuable info about
the product, service or industry to help increase sales. The more knowledge you know
about what you are selling the more likely you are to make sales.
What are the 4 groups of knowledge worker? - answerManagerial personnel,
Professionals, Entrepreneurs & Marketing personnel
Define marketing concept? - answerStates achieving organizational goals depends on
knowing the needs & wants of target markets and delivering the desired products.
Customer satisfaction is most important.
What does the marketing concept focus on? - answercustomer focus & value. Customer
satisfaction is the pathway to sales & profits.
Evolution of the marketing concept step 1: - answerThe marketing era emerged,
recognized the importance buyers needs & wants - product orientation replaced by
customer orientation.
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