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Salesforce Exam 1 Questions and ASnswers 100% Solved $15.99   Add to cart

Exam (elaborations)

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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  • November 5, 2024
  • 12
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
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julianah420
Salesforce Exam 1

Marketing 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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