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WorksheetsBMK2644 - C1 Introduction to Sales Management
Total questions: 13
Worksheet time: 11mins
What Is Sales Management?
Sales Management as the function of ________________, ______________ and _______________ of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating, as these tasks apply to the personal sales force.
planning
direction
control
following
Types, Titles, and Hierarchical Levels of Sales Managers
4
5
6
7
All the following refer to sales manager about their :
•Sales managers plan, lead, and control the selling activities of their organizations.
•They continuously monitor and adjust their marketing strategies to dynamic technological, competitive, economic, legal, and cultural factors.
Responsibilities
Duties
Sales managers also consider the interests of the company's stakeholders, such as these:
–employees
–suppliers
–financial community
–media
–stockholders
New Marketing Perspective in sales management industry refer to pricing strategy is _______________________________.
moved away from a transaction orientation
focuses on building long-term customer relationships
focuses on delivering value to customers
focuses on managing customer relationships
Based on the new marketing definition, there are three major implications for sales managers:
•achieve a continuing dialogue with customers,
•personalize the treatment of valued customers,
•increase customer retention.
These activities refer to :
Manage customer relationships
Serve as customer consultants
Manage the hybrid sales force
focuses on managing customer relationships
Based on the new marketing definition, there are three major implications for sales managers:
•build ongoing relationships and mutually profitable partnerships with customers,
•encourage salespeople to go beyond selling and serve as consultants and partners.
These activities refer to :
Manage customer relationships
Serve as customer consultants
Manage the hybrid sales force
focuses on managing customer relationships
Based on the new marketing definition, there are three major implications for sales managers:
•build ongoing relationships and mutually profitable partnerships with customers,
•encourage salespeople to go beyond selling and serve as consultants and partners.
These activities refer to :
Manage customer relationships
Serve as customer consultants
Manage the hybrid sales force
focuses on managing customer relationships
What a good sales
manager can do?
Effectively lead and
motivate people
Make good decisions
Solve problems
creatively
Provide outstanding
communication
Monitor competitive
offerings
How H.Q. supports the sales force?
Advertising
Trade shows
Sales promotion
Product publicity
Marketing and sales planning
Sales managers must adapt to three major megatrends to enhance their effectiveness and efficiency:
behavioral forces
technological forces
managerial forces
sales forces
more expert and demanding buyers
rising customer expectations
micro-segmentation of domestic markets
expanding power of giant retailers
empowerment of customers
globalization of markets
These matters above refer to _______________________________.
behavioral forces
technological forces
managerial forces
efforts to reduce selling costs
shift to direct marketing alternatives
certification of salespeople
shortage of business-to-business salespeople
developments in information management
These matters above refer to _______________________________.
behavioral forces
technological forces
managerial forces
