Exam 14: Bus Marketing Comm Managing the Personal Selling

Salespersons appear to be able to accept authority and direction from a number of different departments in the organization without a significant negative impact on job satisfaction.

The product-oriented sales organization presents which of the following disadvantages?

Both behavior-based and outcome-based measures are used by sales managers to evaluate salesperson performance. When the system is outcome-based, the sales manager:

Strategic components of sales force management include methods for organizing the sales force and key account management.

Concerning the level of sales that a salesperson might achieve in a particular territory, which specific territory traits appear to be most important?

The organization of the sales force can be affected by the length of a product line and the nature of buying behavior in each market segment.

The first phase of for selecting key accounts:

An outcome-based sales force control system involves less direct field supervision of salesperson activities and uses____________________measures to evaluate____________________and a compensation system with a large incentive component.

By organizing its sales force around retailing, financial services, and the petroleum industry, Hewlett-Packard is employing the _____ approach in structuring the sales force.

The best practices of high-performing salespeople can provide

Smaller firms often reduce training costs by hiring experienced and more expensive salespersons.

A key account represents a customer that purchases a significant volume as a percentage of a seller's total sales but is easier to manage because there are only a few organizational members involved in the purchasing process.

An example of a planning and control unit or PCU is a sales territory.

While key accounts possess buying power, they are also very demanding customers that are often more costly to serve. If the business marketing firm can have close and important relationships with a rather small set of customers and if these relationships each require a large investment, key accounts must be chosen wisely. Describe the process, along with the specific criteria that the business marketing strategist should use, in selecting the right key accounts.

The characteristic of a sales territory that refers to the degree to which potential is available in the larger accounts in a particular territory is called:

Periodic training is required to sharpen the skills of experienced salespersons, especially when the firm's environment is____________________.

Which of the following topics must be part of a business firm's salesperson training programs?

Describe the sales resource opportunity grid and illustrate how a firm might use it in deploying the sales force. What specific information does a sales manager require in order to properly apply and use the sales resource opportunity grid?

The second phase of for selecting key accounts:

PCU opportunity is the PCU's total potential for all sellers, whereas sales organization strength includes the firm's competitive advantages or distinctive competencies within the PCU.