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Management of the Sales Force Questions and Answers 100% Solved
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Management of the Sales Force
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Management of the Sales ForceList the five categories of sales jobs - answer1)key account seller2)new business
seller3)Sales support4) Missionary seller 5)Delivery Seller
Ledge the 6 Sales Management Responsibilities - answer Strategic planning,
Organizing the sales force, Recruiting Selection Assimilation, Taring and development,
Motivation and leadership, Performance Evaluation
Name the 4 categories that influence the sales force - answer Marketing plans,
Conditions with the industry, Market conditions, General business conditions
What are the 6 guiding principles for forecasting - answer1) Understanding math and
statistics 2)minimize # of market factors 3) fit the method to produce the market 4)use
more than 1 method 5) recognize situation limits 6)use minimum and maximum
techniques
What are the 3 purposes of budgeting? - answer Planning, Coordinating and Evaluation
What are the 3 survey methods - answer1)Executive opinion 2) Sales force composit 3)
Buyers intentions
Name 8 steps of the selling process - answer1)Prospecting 2) Preapproach 3)
Approach 4) Need Assestment 5) Presentations 6) Meeting Objections 7) Gaining
commitment 8)Follow-up
Name the 4 techniques of meeting objectives in sales - answerListen to the buyer,
clarify the objection, Respect the buyers concern, Respond to the objection
Whjat are 3 tasks associated with developing a profile of a prospective sales person -
answerJob Anlaysis, Job Description, Job Qualification
What are 10 sources for recruiting slaes representatives - answer1)Current Employers
2) Other companies 3)Internet 4) Educational Institution 5) Advertisements
6)Employment Agencies 7) Part-time Wokers 8)Unsolicitated resumes 9)Employees of
companies that are your customers
What are the five selection tools? - answer1)Application blanks 2)personal interviews
3)Psychological test 4) Reference and credit reports 5) Assessment centers
What are the 4 main types of tests used in sales? - answer1)Mental test 2)Aptitude test
3) Interest test 4)Personality test
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