Exam (elaborations)
Sales Force Mgt Chapter 1 Questions and Answers Graded A+
- Course
- Institution
Sales Force Mgt Chapter 1
[Show more]
Content preview
Sales Force Mgt Chapter 1Sales Management - answer The management of the personal selling component of an
organizations marketing program.
Outside Sales Force - answerA sales force that calls on prospective customers
Makes in personal sales calls (customers home/business)
Different Types of Outside sales forces - answerB-2-B Sales
B-2-C Sales
Across the counter Selling - answerCustomers come to the sales people
Telemarketing - answerTelephone is used to contact customers
E-Commerce - answerInternet is used to contact customers
Marketing Mix - answerProduct, Place/Distribution, Price, Promotion
Core of a company's marketing system
Promotional Mix/Communications Mix - answerAdvertising
Sales Promotions
Personal Selling - Most important
Value Added Components - answerComponents that augment the product itself such as
information and service
Relationship Marketing/ Relationship Selling - answerThe process by which a firm builds
long-term relationships with customers for the purpose of creating mutual competitive
advantage
Transaction Selling - answerSales people focus on the immediate one-time sale of the
product
Consultative Seller - answerCreative problem solvers who serve as consultants to their
customers
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 $13.49. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
83100 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now