Exam (elaborations)
Sales Force Management Exam I Questions and Answers 2024
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Sales Force Management Exam I
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Sales Force Management Exam IPersonal selling - answer The two-way flow of communication between a buyer and a
seller that is designed to influence the buyer's purchase decision, solving a problem
principal-agent relationship - answer a relationship formed when an employer hires an
employee and gives that employee authority to act and enter into contracts on his or her
behalf
ex: salesperson is an _______ of a company.
sales management process - answer(1) sales plan formulation, (2) sales plan
implementation, and (3) salesforce evaluation
what is sales management process affected by? - answer competition, technology,
government regulation, social/cultural/environmental factors, ethics
Drivers of Change in Selling and Sales Management - answerBuilding long-term
customer relationships
Creating sales organizational structures that are more nimble and adaptable to
customer needs
Gaining greater job ownership and commitment from salespeople
Shifting management style from commanding to coaching
Leveraging technology for sales success
Integrating salesperson performance evaluations
what is market orientation - answerA business approach or philosophy that focuses on
identifying and meeting the stated or hidden needs or wants of customers.
acting in customer's best interest
success factors in selling - answerlistening skills
follow-up skills
ability to adapt sales style form situation to situation
tenacity
well organized
verbal communication skills
closing skills
disciplined
motivated
personal planning & time management skills
retail selling (B2C) - answerselling goods and services to end-user consumers
, (B2C market, direct sellers, residential real estate brokers, retail store salespeople)
industrial selling (B2B) - answersale of goods and services to non-end-user consumers
1) sales to reseller (Hanes rep sells to retail store)
2) sales to business users (General Electric rep sells materials or parts to Boeing)
3) sales to institutions (Dell sells a computer to a nonprofit hospital or government
agency
stages in the selling process - answer1. Prospecting for customers
2. Opening the relationship
3. Qualifying the prospect
4. Presenting the sales message
5. Closing the sale
6. Servicing the account
purposes of sales organization - answer1) Divide and arrange activities so the firm can
benefit from specialization of labor
2) Provide for stability and continuity in firm's selling efforts
3) Provide for coordination of activities assigned to sales force and to departments in
the firm
Explain concept of stability and continuity of organizational performance -
answerOrganize activities not people -- activities should be assigned to positions within
the sales organization without regard to the talents or preferences of current employees
Best way to divide selling activities among members of the sales force - answervaries
with the objectives, strategies, and tasks of the firm
horizontal sales structure - answerdivides selling activities among sales force
1) should company employ its own salespeople or contract to outside agents?
2) how many different sales forces should the company have, and how should they be
arranged?
3) should separate sales reps be assigned to different products, customers, or sales
funcitons?
4) who should be responsible for selling to major key accounts?
5) how should firms organize their sales and marketing efforts when they enter foreign
markets and become global competitors?
vertical sales structure - answerassigns authority for specific sales management
activities
types of sales force structure - answergeographic organization, organization by product,
organization by type of customer, and organization by selling function
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