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Sales Force Exam 1 (Ch. 1-6) Questions and Answers Graded A+
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Sales Force Exam 1 (Ch. 1-6)
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Sales Force Exam 1 (Ch. 1-6)price, product, place, promotion - answer What are the 4 p's of the marketing mix?
advertising, public relations, sales promotions, personal selling - answerWhat are the 4
elements of the promotional mix?
relationship marketing - answerthe process by which a firm builds long-term
relationships with customers for the purpose of creating mutual competitive advantages
*the opposite of transaction
1. strategic planning
2. organize sales force
3. recruit/select/assimilate
4. train and develop
5. motivate and lead
6. performance evaluate - answerWhat are the 6 roles/skills required of a sales
manager for building a successful sales force?
strategic planning - answersales manager creating a long-term plan that will implement
reoccurring results
organize sales force - answersales manager assimilating a plan of action to reach sales
goals and increase productivity
recruit/select/assimilate - answersales manager has formulated specific criteria for
picking right person and upon hiring has a specific training plan
*mgmt always has a "pool" of qualified candidates at all times
train and develop - answersales manager acquires proper on-set training for force,
prepares worker for their ever-building career, and leaves room for continuous develop
for their future standing
motivation and leadership - answersales manager acknowledges sales forces'
achievements to increase constant positive productivity and guides by example
performance evaluation - answersales manager provides constructive criticism for sales
forces' weaknesses and gives specific training plan to strengthen these weaknesses for
better success
, marketing concept - answerA philosophy that says achieving organizational goals
depends on a firm's ability to identify needs/wants of their target market and satisfy
those better than their competition
plan, implement, evaluate - answerWhat is the step process of project management?
marketing management - answerthe process of planning, implementing, and
coordinating all marketing activities and integrating them into the overall operations of
the firm
macroenvironmental forces of marketing system - answerphysical environment
demography
economic conditions
technology
nonmarketing resources of marketing system - answerproduction
financial
research & development
location
Marketing continuously develops new strategies and sales inputs these new strategies -
answerWhat is the difference between marketing and sales?
1. set objectives and goals
2. formulate plan of action
3. develop tactics - answerWhat are the 3 steps in strategic (long-term) planning?
1. prospecting
2. preapproach
3. approach
4. needs assessment
5. presentation
6. meeting and handling objection
7. gaining commitment
8. follow up - answerWhat are the 8 steps of personal selling?
prospecting - answer*a step of personal selling
searching for potential customers by means of referrals, work shops, walk-ins, cold
calls, and research
preapproach - answer*a step of personal selling
planning, information gathering, and identifying customers needs before even meeting
with them
approach - answer*a step of personal selling
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