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Sales Force Mgt Chapter 1 Questions and Answers Graded A+
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Sales Force Mgt Chapter 1
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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
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