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MKT Chapter 15 Review Questions with Solutions 2024
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MKT Chapter 15 Review Questions
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MKT Chapter 15 Review QuestionsWhy should companies be concerned about key or national accounts? - answer Missing
What are the most common methods of structuring a sales force? - answer Territorial:
Each sales representative is assigned an exclusive territory in which to represent the
company's full line.
Market Segment: Company structures it's sales force based on market segments
Market Channel: The importance of marketing intermediaries has created sales force
structures to serve different channels
Customer Structured: A sales force is organized by market segments, such as
association market and the corporate market or by specific key customers
Combination Structured: A large hotel might have a catering/banquet sales force, a
convention/meeting sales force, a tour wholesales sales force, and a national accounts
sales force, etc.
Discuss the importance of establishing sales objectives and various kinds of sales force
objectives common to the hospitality industry. - answerCustomer satifaction is with the
upmost importance, you have to have positive sales objectives that work when selling a
product that people need. Some of these sales objectives would include having a
product that will circulate repeat business, finding a target market for your product, who
will be using it, who will be buying it. So you have to do your research so you can get
the most profit out of your product. There are five sales objective strategies that
companies should always use:
- Choose a market entry strategy for each niche you intend to serve.
- Set objectives for each target market.
- Design a sales program for each one.
- Implement and manage the marketing strategy.
- Set metrics; measure, control, and adjust as you go.
If you have all these elements, and a great team to work with, then your company will
prosper.
Many people feel they do not have the ability to be successful salespeople. What role
does training play in helping someone develop selling ability? - answerTraining plays a
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