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BUAD470 - Sales Force Management Questions and Answers 2024 $13.49   Add to cart

Exam (elaborations)

BUAD470 - Sales Force Management Questions and Answers 2024

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  • Salesforce

BUAD470 - Sales Force Management

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  • November 5, 2024
  • 2
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
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julianah420
BUAD470 - Sales Force Management

types of sales force organization - answer product, geographic, customer, combination

product organization - answer sales people specialize in narrow line of goods. effective
in a company that sells expensive, complex, or technical products that require high level
of product knowledge

geographic organization - answer salespeople assume responsibility for selling entire
product line within a defined geographic region. most common type of organization

customer organization - answerassign salespeople to a specific type of customer
(industrial or retail accounts). allows salespeople to become knowledgeable of needs of
a given industry or customer type

how to determine size of sales team - answer(total # of customers and prospects) x (call
frequency) x (call time required) / selling time available for one salesperson

steps for recruiting and selecting a salesforce - answer1. determine requirements for
position (education, experience, etc)
2. Sources for recruiting (in organizations, schools, online, competitors)
3. interview and selection
4. orientation (introduce, office parties, corporate outings)

types of compensation - answerstraight commission, straight salary, combination plans

straight commission - answerpercentage of sales volume. benefit: motivation for
productivity.
disadvantage: salespeople tempted to neglect activities that don't bring in quick money,
like service after sale etc

straight salary - answerpaid no matter how high sales volume is. benefit: gives
management greatest ability to control activities of salespeople
disadvantage: less motivation for intense sales effort

combinations plans - answersalary plus commission or bonus. benefit: protects
salespeople in slow seasons. company sets out base amount that salespeople will
receive

Total quality management (TQM) based compensation plan - answer1. customer
retention bonus (reward for maintaining long-term relationships w customer)
2. penetration of target accounts bonus (bonus for securing business of targeted
companies will keep salespeople motivated)

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