MKT Last Exam

_______ is one of the oldest professions in the world. The people who do the selling go by many names, including salespeople, sales representatives, agents, district managers, account executives, sales consultants, and sales engineers.

• Accounting

• Business Logisitics

• Personal Selling

• Product Management

________ - each salesperson is assigned to an exclusive geographic area and sells the company’s full line of products or services to all customers in that territory.

• Product

• Territorial

• Customer (Market) Sales Force Structures

• Outside (field)

______ -  in which the sales force specializes along product lines. 

• Territorial

• Product

• Customer (Market) Sales Force Structures

• Outside (Field)

__________ - a company organizes its sales force along customer or industry lines.

• Territorial

• Product

• Customer (Market) Sales Force Structures

• Outside (Field)

_______ - Outside salespeople travel to call on customers in the field. vs. Inside Sales Forces-inside salespeople conduct business from their offices via phone, online and social media interactions, or visits from buyers. 

• Territorial

• Product

• Customer (Market) Sales Force Structures

• Outside (Field)

Which of these elements are what compensation consists of?

• A fixed amount

• A variable amount

• Expenses

• Fringe Benefits

• All of the above

What is the goal of supervision?

• to help salespeople “work smart” by doing the right things in the right ways

• the use of digital platforms and sales tools to engage customers, build stronger customer relationships, and augment sales performance.

• the salesperson should learn as much as possible about the organization (what it needs, who is involved in the buying) and its buyers (their characteristics and buying styles). 

• It eliminates the need to have an outside sales force.

Sales Quotas -

• help salespeople “work smart” by doing the right things in the right ways.

• standards stating the amount they should sell and how sales should be divided among the company’s products. 

• The most important source is sales reports, including weekly or monthly work plans and longer-term territory marketing plans.

• the use of digital platforms and sales tools to engage customers, build stronger customer relationships, and augment sales performance. 

Social Selling

• the use of digital platforms and sales tools to engage customers, build stronger customer relationships, and augment sales performance. 

• standards stating the amount they should sell and how sales should be divided among the company’s products. 

• the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.

• the “value story” to the buyer, showing how the company’s offer solves the customer’s problems.

Prospecting and Qualifying

• identifying qualified potential customers.

• the salesperson should learn as much as possible about the organization (what it needs, who is involved in the buying) and its buyers (their characteristics and buying styles).

• the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.

• the salesperson tells the “value story” to the buyer, showing how the company’s offer solves the customer’s problems.