Exam 14: Bus Marketing Comm Managing the Personal Selling

Salespersons tend to have a higher level of job satisfaction when they perceive that their first-line supervisor closely directs and monitors their activities.

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity but high sales organization strength. This suggests which of the following sales resource assignments?

Effective sales training:

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity and high sales organization strength. This suggests which of the following sales resource assignments?

When compared to a traditional selling focus, a key account selling focus is different in which of the following ways?

The primary objective of the organizational selling center include:

The structure of the buying center in a traditional selling focus is indicated by the____________________and a few other individuals are involved in the buying decision.

Expertise coordination is the process of

The geographical sales organization structure presents which of the following disadvantages?

The most common form of sales organization found in the industrial market is the market-centered organization.

A key account represents a customer who:

Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.

Responsibility for recruiting salespersons may lie with:

Salespersons tend to have a high level of job satisfaction when:

In the three-phase approach for selecting key accounts, which is NOT an example of one of the three phases?

Sales managers use a variety of measures to evaluate salesperson performance. When the measurement system is behavior-based, the sales manager:

When a salesperson attains rewards on a personal basis, such as feelings of accomplishment or self-worth, this is a an example of:

Key account customers purchase in very large volume and the focus of exchange extends beyond a core product as the seller augments the offering through____________________ services and support.

Frequent contact between the salesperson and sales manager is instrumental to the job satisfaction of the salesperson.

High-performing salespeople are generally set apart from low performing sales people on the basis of: