Sales Force Management Chapter 1
Transactional Selling - answer a series of transactions, each one involving separate
organizations entering into an independent transaction involving the delivery of a
product or service in return for compensation.
Relationship Selling - answer An approach to selling that focuses on building
relationships with suppliers.
Leading versus managing - answer An effective method of managing a sales force that
involves: (1) communicating with salespeople, (2) becoming a cheerleader and coach,
and (3) empowering salespeople to make decisions.
Sales Management - answer All activities, processes, and decisions involved in
managing the sales function in an organization.
Sales Management Process - answer A process of effective management of a
company's sales force, involves three interrelated sets of decisions or processes.
external environment - answer Factors beyond the control of the manager
ethics - answer complying with laws and regulations
Demarketing - answer Administering rationing programs during a shortage while being
sensitive to the customers problems to be sure that you do not lose them when the
shortage is over.
Internal - answerFactors within the control of the manager.
Corporate Culture - answerA well-defined mission together with a successful corporate
history and top managements values and beliefs.
Transactional Selling - answer a series of transactions, each one involving separate
organizations entering into an independent transaction involving the delivery of a
product or service in return for compensation.
Relationship Selling - answer An approach to selling that focuses on building
relationships with suppliers.
Leading versus managing - answer An effective method of managing a sales force that
involves: (1) communicating with salespeople, (2) becoming a cheerleader and coach,
and (3) empowering salespeople to make decisions.
Sales Management - answer All activities, processes, and decisions involved in
managing the sales function in an organization.
Sales Management Process - answer A process of effective management of a
company's sales force, involves three interrelated sets of decisions or processes.
external environment - answer Factors beyond the control of the manager
ethics - answer complying with laws and regulations
Demarketing - answer Administering rationing programs during a shortage while being
sensitive to the customers problems to be sure that you do not lose them when the
shortage is over.
Internal - answerFactors within the control of the manager.
Corporate Culture - answerA well-defined mission together with a successful corporate
history and top managements values and beliefs.
