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Sales Force Management. Chapter 6 Questions and Answers Fully Solved
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Sales Force Management. Chapter 6
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Sales Force Management. Chapter 6Explain the various ways by which sales force can be organized - answer1. Almost all
sales organizations use some sort of geographic breakdown to help control the cost and
activities of field sales people.
- answer2. Firms with diverse lines of high technology products: Can improve their
sales performance by specializing selling efforts by product.
- answer3. Where buyers have special needs: Customer specialization can improve
efficiency by eliminating duplication of calls and by more effectively identifying and
meeting customers' needs.
- answer4. Complex products: the sales organization may be divided along functional
lines into initial contact people and account maintenance people
Explain what a strategic account management program means. - answerA marketing
philosophy directed at a select group of customers that account for a disproportionately
large share of the seller's total revenues and have complex needs and problems. These
value added options such as education, electronic data interchange, and management
information system compatibility.
State the reasons for the growth in telemarketing and its implication issues -
answerTelemarketing refers to customer contacts utilizing telecommunications
technology for personal selling without direct, face to face contact
- answer1. Cost effective sales calls, especially on small customers
2. Many customers prefer this method to communications owing to time pressures
- answerObstacles and Implementation:
- answer1. Resistance by field sales people
2. Special management issues associated with hiring, motivating, moving, and retaining
telemarketers
Tell why and when sales agents are utilized - answerIndependent sales agents are not
employees, but independent business given exclusive contracts to perform the selling
function within specified geographic areas. They take neither ownership nor physical
possession of the products they sell and are always compensated by commission
- answerBecause they are paid on commission and are therefore largely a variable
cost, agents are often used to develop new markets or cover geographic areas in which
demand is not sufficient to support a company sales force.
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