• Personal Selling Review
    advertising What do Salespeople do? Client relationship manager Account team manager Vendor and channel manager Information provider to their firm Describing Sales Jobs Stage of buyer-seller relationship New or continuing Salesperson’s role Taking orders or creating new solutions...
    Premium 4111 Words 17 Pages
  • Transaction Cost Analysis
    time, the rep will be able to put pressure on the company to accept a commission increase requested by rep. Although the company can change rep, the specialization aspects of rep’s sales service create switching costs for the firm of changing rep. It is not always easy to find another qualified...
    Premium 3908 Words 16 Pages
  • Case 1-1: “What They Didn’t Teach in the Sales Class" Case 1-1 What They Didn't Teach Us in the Sales Class
    firm to get the most suitable person for a job in sales therefore lessens people from quitting their jobs because of wrong expectations and knowledge about it. 4. What can firms do to increase salesperson status? • A firm must provide rules and regulation and focus on the firms ethics...
    Premium 824 Words 4 Pages
  • Study Guide Exam 1 Mktg 401
    – detailed information on the manufacture of a product and knowing whether the company has up-to-date production methods * Salesperson must know what his product can or cannot do Service issues – concerns of the buyer that the salesperson should address Promotion and Price * Promotion knowledge...
    Premium 3424 Words 14 Pages
  • sales managment
    statement: a summary of the company’s goals. B. Marketing and Sales strategy 1. What Markets Do We Serve with What Products a. Ways a market can grow i. Market penetration: trying to gain more market share with existing product ii. Product development/ account...
    Premium 3515 Words 15 Pages
  • Customer Trust in Salesperson
    trustworthiness of a salesperson in a situation where the buyer faces some risk if the salesperson is not trustworthy. The customer believes that what the salesperson says or promises to do can be relied upon in a situation where the failure of the salesperson to be reliable will cause customer problems...
    Premium 9864 Words 40 Pages
  • Glenmark Pharma Private Limited
    should be developed. 2. The training should be given regarding superiority of the products over competitor’s products 3. The Need Hierarchy Theory should be followed by sales supervisors where they access the need of every salesperson and motivators can be provided by deciding at what level...
    Premium 1044 Words 5 Pages
  • MK324 Final Exam Study Guide
    those objectives, and indicates how the firm can determine whether the campaign was successful Pull Strategy – the goal is to get consumers to pull the product into the supply chain by demanding it Push Strategy – designed to increase demand by focusing on wholesalers, distributers, or sales people...
    Premium 9891 Words 40 Pages
  • Ch 11
    his or her want, what drives them. If a sales manager feels that the need for status, control, respect and routine are most important, a number of actions can be taken to motivate a sales force Career stages: experienced sales managers have long understood that motivation varies according to the...
    Premium 6375 Words 26 Pages
  • Personal Selling
    develop a better understanding of what salespeople do, what motivates them to succeed, and how to effectively manage their efforts. The Salesperson - A Boundary-Spanning Role Salespeople work on the boundary between a company and its customers. To the company, the salesperson is the voice of the...
    Premium 5056 Words 21 Pages
  • Sales Management
    will be contacted, and what problems do they have? ■ What knowledge, skills, and potential are needed for this position? 2. Determine duties and responsibilities expected from the salesperson. Obtain information about these from: ■ Salespeople ■ Channel partners ■ Customers ■ Sales...
    Premium 4268 Words 18 Pages
  • personal selling strategy
    scour media sources, industry associations or business contacts to learn what they can about the prospect’s operations as they relate to the salesperson’s products. This will help the salesperson be as specific as possible concerning the prospect’s operations. It also indicates to the prospect that...
    Premium 6767 Words 28 Pages
  • CRM technology
    opportunity information. Each salesperson uses the tool(s) that best suites his/her style. For example, one salesperson may use a Microsoft product like Outlook while another may choose to keep all records manually. QUESTIONS for SCENARIO A (As per Current Situation) 1. What are the average sales per...
    Premium 2474 Words 10 Pages
  • Nonverbal Language
    an expresser’s nationality or culture. Pr. # Proposition 6 Customers are better at masking true feelings when they use genderstereotyped behavior. 7 Customers mask with politeness when the salesperson exhibits higher status, whereas customers do not mask with politeness when the...
    Premium 12429 Words 50 Pages
  • Selling and Sales Force Management Plan
    players in this buying process will most likely share a social style that is very analytical and center on a technical background. To address this social style, I would focus my presentation on our product features and what it can do. I would develop a formula presentation that could be used for...
    Premium 4279 Words 18 Pages
  • Mr Windler
    provides a large contribution to those fixed cots, this can boost sales and provide increases in profits. iv. Walmart and McDonalds c. Status quo pricing: charging a price identical to or very close to the competitions price. i. Disadvantage is that the strategy may ignore demand or cost or both. 2...
    Premium 4018 Words 17 Pages
  • Student
    . Cold calling- salesperson approaches potential buyer with no prior knowledge of prospects financial status b. 2. Lead Qualification- determination of a sales prospect’s 1) Recognized need- need that is not being satisfied or someone who hasn’t yet realized they have a need that’s not satisfied but...
    Premium 3429 Words 14 Pages
  • What They Didn t Teach Us in Sales Class
    increase salesperson status? There are many things a firm can do to help show how important the salesperson is to the company. Mr. Brown could have been more personable to the new salesperson and probably should have met his wife. The company needs to impress salespeople with the fact that...
    Premium 65512 Words 263 Pages
  • Business
    time that the manager has given to him. He will probably talk openly about the lost accounts. Then the manager will have the chance to probe deeply into the reasons why they “got away.” They can then discuss what Brad might do to prevent more failures and increase his “hit” or “close” rate. They...
    Premium 139142 Words 557 Pages
  • lecturer
    sales person. This profile is required to allow for the measurement of the candidate profile versus the desired profile (Salz 2007). How can you screen when you do not know what you are screening? This profile should be fully detailed. Some of the areas to address in the profile are the...
    Premium 2716 Words 11 Pages