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exam 1 - sales force management Questions and Answers 100% Accurate
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exam 1 - sales force management
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exam 1 - sales force managementwhere does personal selling fit in the marketing mix?
-product
-price
-place
-promotion - answer promotion (promotional mix)
promotional mix - answer-advertising
-sales promotion
-publicity/public relations
-personal selling
what is the most important element in terms of people employed, dollars spent, and
sales generated from the promotional mix? - answer personal selling
personal selling - answer refers to interpersonal communication between buyers and
sellers to initiate, develop, and enhance customer relationships
top 5 customer complaints about salespeople - answer1- does not understand our
business 17%
2- inadequate product knowledge 15%
3- does not respond to our needs 13%
4- does not listen to our needs 12%
5- should be more of our advocate 11%
types of sales forces - answer-outside
-across-the-counter
-inside sales force (telemarketing)
-ecommerce
outside sales force - answersalespeople call on customers in-person (where the
customers work or live)
focus of this class
across-the-counter sales force - answersalespeople are visited by customers
(customers come to where the salespeople work - retail)
inside sales force (telemarketing) - answersalespeople reach out to/call on customers
by phone
e-commerce - answer-customers are reached via the internet (firm's website)
, -an alternative way to reach customers - but it is not a sales force
types of outside sales forces - answerbusiness to business
-consumption
-incorporation
-resale
business to consumer
-consumption
consumption (b2b) (b2c) - answerproduct is consumed or used up until no longer
needed
ex: B2B: packaging supplier sells materials to e-commerce seller
ex: B2C: door to door sales -> pest control, roofing companies, insurance
incorporation (b2b) - answerproduct is integrated into buyer's product
ex: battery supplier sells batteries to apple -> laptop
resale (b2b) - answerproduct is resold as is
ex: coca-cola sells coke bottles to walmart
two types of selling - answer-transaction selling
-relationship selling
transaction selling - answer-get 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 - answer-retain existing accounts
-become the preferred supplier
-price so buyer and seller profit
-manage all accounts with a focus on long-term mutual benefits
-concentrate on select accounts
relationship selling is more common today
sales jobs differ from other jobs because salespeople... - answer-often times
salespeople are paid, at least in part, on commission (how much they sell)
-many customers
-traveling
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