100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Sales Force Exam 1 (Ch. 1-6) Questions and Answers Graded A+ $14.99   Add to cart

Exam (elaborations)

Sales Force Exam 1 (Ch. 1-6) Questions and Answers Graded A+

 2 views  0 purchase
  • Course
  • Salesforce
  • Institution
  • Salesforce

Sales Force Exam 1 (Ch. 1-6)

Preview 2 out of 5  pages

  • November 5, 2024
  • 5
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
avatar-seller
julianah420
Sales Force Exam 1 (Ch. 1-6)

price, product, place, promotion - answer What are the 4 p's of the marketing mix?

advertising, public relations, sales promotions, personal selling - answerWhat are the 4
elements of the promotional mix?

relationship marketing - answerthe process by which a firm builds long-term
relationships with customers for the purpose of creating mutual competitive advantages
*the opposite of transaction

1. strategic planning
2. organize sales force
3. recruit/select/assimilate
4. train and develop
5. motivate and lead
6. performance evaluate - answerWhat are the 6 roles/skills required of a sales
manager for building a successful sales force?

strategic planning - answersales manager creating a long-term plan that will implement
reoccurring results

organize sales force - answersales manager assimilating a plan of action to reach sales
goals and increase productivity

recruit/select/assimilate - answersales manager has formulated specific criteria for
picking right person and upon hiring has a specific training plan
*mgmt always has a "pool" of qualified candidates at all times

train and develop - answersales manager acquires proper on-set training for force,
prepares worker for their ever-building career, and leaves room for continuous develop
for their future standing

motivation and leadership - answersales manager acknowledges sales forces'
achievements to increase constant positive productivity and guides by example

performance evaluation - answersales manager provides constructive criticism for sales
forces' weaknesses and gives specific training plan to strengthen these weaknesses for
better success

, marketing concept - answerA philosophy that says achieving organizational goals
depends on a firm's ability to identify needs/wants of their target market and satisfy
those better than their competition

plan, implement, evaluate - answerWhat is the step process of project management?

marketing management - answerthe process of planning, implementing, and
coordinating all marketing activities and integrating them into the overall operations of
the firm

macroenvironmental forces of marketing system - answerphysical environment
demography
economic conditions
technology

nonmarketing resources of marketing system - answerproduction
financial
research & development
location

Marketing continuously develops new strategies and sales inputs these new strategies -
answerWhat is the difference between marketing and sales?

1. set objectives and goals
2. formulate plan of action
3. develop tactics - answerWhat are the 3 steps in strategic (long-term) planning?

1. prospecting
2. preapproach
3. approach
4. needs assessment
5. presentation
6. meeting and handling objection
7. gaining commitment
8. follow up - answerWhat are the 8 steps of personal selling?

prospecting - answer*a step of personal selling
searching for potential customers by means of referrals, work shops, walk-ins, cold
calls, and research

preapproach - answer*a step of personal selling
planning, information gathering, and identifying customers needs before even meeting
with them

approach - answer*a step of personal selling

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

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

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

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 $14.99. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

67163 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 14 years now

Start selling
$14.99
  • (0)
  Add to cart