Essay on Sales Management
In preparation for the upcoming quiz, focus your review on the following topics in the textbook. This is a closed book and note quiz. The quiz will be taking on Canvas, be sure you have installed browser lockdown. This is a timed quiz with 45 minutes to complete.
Chapter 2: * Types of sales jobs * Salespeople who focus on gaining new customers called hunters or pioneers. * Order-takers this category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response …show more content…
* Stimulus response selling * stimulus response selling is the least flexible and least focused on the buyer’s unique needs and strategic priorities
* Accountability issues – Exhibit 2.3 * Increasing the efficiency and effectiveness of sales operations: Appropriate use of sales technology; lower-cost contact methods. * Customer demands for ethical, trustworthy salespeople: Ensure that salespeople know the ethical and legal framework for their markets, including cultural and global market variations
* Sales career insights * * Need satisfaction selling * Salespeople using this method help customers identify their needs if customers are not already aware of their needs, and then sell customers products and services to meet the needs
Chapter 3: * Corporate strategy and the sales function * Strategic decisions at the topmost level of multibusiness, multiproduct firms determine the corporate strategy for a given firm, which is what provides direction and guidance for activities at all organizational levels.
* 1. Analyzing the corporate