Exam 20: Personal Selling and Sales Management

Describe a company that would be likely to use a company sales force,and a second company that would be likely to use manufacturer's representatives.Explain why these companies would make these choices.

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Trent is creating a sales force for his new hydrogen-powered vehicles company.What questions will Trent will need to address when creating a sales force?

If you are hired as a sales manager,you will be responsible for recruiting,selecting,training,motivating,compensating,and evaluating the sales force.

All of the following are service quality dimensions related to follow-up except

Imagine that a management consulting firm wants to sell a bank a new system for finding checking account errors.The consulting firm's salesperson has learned about the customer during the qualification stage,and the salesperson should now do all of the following except

Every Monday during the month of December,salespeople who had the highest sales the previous week participated in a package surprise,where each would receive a package containing either a $50 or a $100 bill.This short-term incentive is known as a

Evelyn knows that prospective customers are likely to raise reservations about price and quality.She needs to convince customers that her products represent

Harvey enjoys a successful sales career.He is a go-getter,gets up early every morning to check his schedule,and arrives at appointments early so he can get in the right mental frame of mind.Which personal trait does Harvey exhibit?

On weekends,Everett often finds himself thinking about his customers and their problems.Sometimes Everett will figure out a potential solution and e-mail or call his customer.What personal trait does Everett have that is important to sales success?

Naven knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

When Deena was hired for the sales position in Austin,she found that the previous rep had laid the foundation for several sales that resulted in half a million dollars in sales,even though Deena never called on those customers.Noreen had only a $200,000 increase,but she took over a territory that had not been called on for two years.How would you handle their evaluations and bonuses at the end of the year?

When a plumbing contractor drove up to Bill's house in a brand-new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to be ____________,by quickly addressing any problems that occur.

Retail salespeople should never "judge a book by its cover."

Trade shows are a particularly good source of B2B sales leads because

The beginning of the sales presentation may be the most important part of the selling process,because this is where the salesperson establishes

Mary visited an office building and went door to door to hand out business cards and sell office products.Mary was making cold calls.

Merl,an architect,made his presentation to the potential customer and handled objections.What does Merl need to do next,and why is this stage so stressful?

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.