Exam (elaborations)
Sales force Management Questions and Answers Latest Updated 2024
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Sales force Management
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Sales force Managementsales force management - answer the analysis, planning, implementation, and control of
sales force activities
Total Sales Force(sales, market share, profit)
Individuals( dollar or unit sales) - answer Give the salespeople direction and purpose
•Should be stated in precise, measurable terms; specify the time period and geographic
areas involved; and be achievable
•Serve as standards for evaluating and controlling the performance of sales personnel
Outside Sales Force - answer Focus on developing long-term customer relationships
•Face-to-face oriented
Inside Sales Force - answer Support outside sales personnel, take orders, follow-up on
deliveries, provide technical information
Telemarketers and online sellers who find leads, learn about customers, or sell and
service accounts directly
Team Selling - answer Salespeople join with personnel from other functional areas (e.g.
engineering, finance)
Often used for complex, high-tech business products that require specialized knowledge
Relationship (consultative) selling - answer•Build mutually beneficial, long-term
relationships
•Find solutions by gaining a detailed understanding of client organization & its needs
•Implications for long-term account profitability
•Focus on customer retention
Work Load Approach - answer•A company first groups accounts into different classes
according to size, account status, or other factors related to the amount of effort
required to maintain the account.
•It then determines the number of salespeople needed to call on each class of account
the desired number of times.
•Divide the number of sales calls per year by the average number of sales calls a
salesperson makes annually.
Marginal Analysis - answerSalespeople are added to the sales force until the cost of an
additional salesperson equals the additional sales generated by that person.
Bose
Caterpillar-Explain how to operate machinery
Medtronic-Explain medical supply uses
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