IDIS 433 Final Exam UPDATED ACTUAL Questions and CORRECT Answers
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Course
IDIS 433
Institution
IDIS 433
IDIS 433 Final Exam UPDATED ACTUAL
Questions and CORRECT Answers
S.M.A.R.T. goals - CORRECT ANSWER- S. - Specific
M. - Measurable
A. - Aligned
R. - Reach-out or Relevant
T. - Time-bound
10 steps structured brainstorming - CORRECT ANSWER- 1. State what you are
brainstorming and write it
...
IDIS 433 Final Exam UPDATED ACTUAL
Questions and CORRECT Answers
S.M.A.R.T. goals - CORRECT ANSWER- ✔✔S. - Specific
M. - Measurable
A. - Aligned
R. - Reach-out or Relevant
T. - Time-bound
10 steps structured brainstorming - CORRECT ANSWER- ✔✔1. State what you are
brainstorming and write it
where everyone can see it.
2. Ask for help in brainstorming, and go for: a
large number of ideas and at least one "wild" i
idea from each and expect to hear "seed"
words.
3. Have participants write their ideas individually
and in quiet.
4. If this a company project, state what
corporate goal they are working towards
5. Seek ideas in round-robin fashion, one idea at
a time, including your ideas, rapid fire.
6. Write ideas on a flipchart or whiteboard or
collect sticky notes.
7. Support participants ideas: "good idea", nod
,head, DO NOT say "we have heard that
before".
8. Develop new spinoff ideas from wild ideas.
9. Clarify ideas where needed.
10. Tell them or identify the next steps that will occur with their listed ideas and most
importantly, thank them for their hard work and great ideas!
Assembling your team (sales force) - CORRECT ANSWER- ✔✔-organizational design and
types
-salesforce design, structure, and size
-roles and responsibilities
-recruitment
-interviewing/hiring
-retention
-professional team meetings
-(guest speaker)
Specialization within your sales department - CORRECT ANSWER- ✔✔-geographic
-product
-market
-combination
geographic specialization - CORRECT ANSWER- ✔✔grouped by physical territories
product specialization - CORRECT ANSWER- ✔✔grouped by type of product sold
market specialization - CORRECT ANSWER- ✔✔grouped by type of customer, by industry,
or by channel of distribution
,Combination specialization - CORRECT ANSWER- ✔✔combo of any of the above
Specialization is ____________ - CORRECT ANSWER- ✔✔trending today and will
continue to grow in popularity
Wholesaler-Distributors are - CORRECT ANSWER- ✔✔Salesforce organizations
Sales are wholesale-distributor's____________ - CORRECT ANSWER- ✔✔primary reason
for being
Salesforce makes up ____________________ for wholesale-distributors - CORRECT
ANSWER- ✔✔the bulk of the workforce
Distributors that take a proactive approach to sales force structure __________________ -
CORRECT ANSWER- ✔✔clearly communicate their identity to the marketplace
The sales force cannot meet its full potential when ____________ - CORRECT ANSWER-
✔✔the company's message is ambiguous.
Business process of assembling your team - CORRECT ANSWER- ✔✔1. Sales Process
2. Sales Force Structure
3. Sales Force Size
Sales process describes - CORRECT ANSWER- ✔✔individual sales activities that the sales
force can follow depending on the particular type of sale, such as transactional or consultative
selling
Sales process also identifies - CORRECT ANSWER- ✔✔different types of tools used for the
sales activity (internet, phone, face-to-face, social media), and the metrics used to assess each
step.
, Sales process best practices are to... - CORRECT ANSWER- ✔✔Have a defined sales
process with selling channels, tools, and metrics for each market segment, customer type, or
size
Selling channels are aligned for... - CORRECT ANSWER- ✔✔optimal value at each process
step.
Best practice for tools and metrics... - CORRECT ANSWER- ✔✔define them, communicate
them, and utilize them effectively
Best practice is for sales process and value creation both internally and externally to be... -
CORRECT ANSWER- ✔✔communicated for effective execution.
Sales reps should ______________ - CORRECT ANSWER- ✔✔customize the process to the
situation as needed.
(caution) Although salespeople perform the selling process every day in distribution
organizations___________ - CORRECT ANSWER- ✔✔it is NOT explicitly defined and
documented in most firms.
Sales people carry out the selling activities using a - CORRECT ANSWER- ✔✔generic
model (lead generation, prospecting, selling, and after-sales support).
(caution) When companies fail to define and develop their sales process.... - CORRECT
ANSWER- ✔✔the sales force ends up forming its own version.
(caution) The sales process is the company's.... - CORRECT ANSWER- ✔✔vehicle for
delivering its value proposition.
(caution) If there are too many different sales methods... - CORRECT ANSWER- ✔✔the
company lacks a consistent identity in the marketplace.
Sales force structure is... - CORRECT ANSWER- ✔✔How the sales force is structured
around product lines and market segments.
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