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Salesforce Exam 1 Questions and ASnswers 100% Solved
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Exam of 12 pages for the course salesforce at salesforce (Salesforce Exam 1)
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Salesforce Exam 1Marketing Mix - answer Product, Price, Place, Promotion
Personal Selling is primarily Promotion, but can also be considered one way to
distribute your product. - answer Most important element in terms of people employed,
dollars spent, and sales generated
Top Five Customer Complaints about Salespeople - answer1. Does not understand our
business
2. Inadequate product knowledge
3. Does not respond to our needs
4. Does not listen to our needs
5. Should be more of our advocate
Outside sales force - answer Salespeople call on customers in-person (where the
customers work or live)
Major focus of this book is on business-to-business, outside sales force
Across-the-counter sales force - answer Salespeople are visited by customers (i.e.,
customers come to where the salespeople work - such as in retail)
Inside sales force (or telemarketing) - answerSalespeople reach out to/call on
customers by phone
E-commerce - answerCustomers are reached via the internet (e.g., through the firm's
website)
An alternative way to reach customers - but is not a sales force
Consumption example (product is consumed or used up until nolonger needed) B2B -
answerLatex gloves manufacturer sells gloves to hospital
Incorporation example(product is integrated into buyer's product) B2B - answerApple
buys microchip from Intel
Resale example (product is resold as is) B2B - answerTjMaxx sells Calvin Klein clothes
to consumers
Consumption example(product is consumed or used up until nolonger needed) B2C -
answerSolar companies send salespeople to homeowners
Transaction Selling - answerGet new accounts
Get the order
, Cut the price to get the sale
Manage all accounts to maximize short-term sales
Sell to anyone
Relationship Selling - answerRetain existing accounts
Become the preferred supplier
Price so buyer and seller profit
Manage all accounts with a focus on long-term mutual benefit
Sales jobs differ from other jobs because salespeople... - answerCompensation
depends to a large extent on how much they sell, i.e. it is at least partially commission
based.
Income can vary over time
They are the face of the company to the customers; can enhance reputation or damage
it.
Sometimes salespeople have to sell unsought products -> persuasive skills are
important
Salespeople are in control of their schedule
Salespeople face a lot of rejection
Salespeople have large role sets... - answerGenerate Sales
Provide Service to Customers
Territory Management
Professional Development
Company Service
Salespeople tend to experience Role Stress, which consists of these two dimensions: -
answerRole conflict and Role ambiguity
Role Conflict - answerSalespeople are often caught in the middle between what the
customer wants and what the company allows
Role Ambiguity - answerBecause each customer has a unique set of needs,
salespeople often face new situations in which they don't know what to do
What is the most important factor to customers when selecting a sales force? -
answerCustomers are looking for salespeople to provide service to solve problems and
address their needs.
Sales Management Responsibilities: - answer• Strategic planning
• Forecasting
• Budgeting
• Territory design
• Sales and cost analysis
• Plus traditional activities
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