Exam 14: Bus Marketing Comm Managing the Personal Selling

Using the behavior-based measurement approach to salesperson performance, sales managers:

The final phase for selecting key accounts centers on the profit potential of a customer.

Key account management strategies are emphasized by top-tier business marketing firms like 3M, IBM, and Dow Chemical. Compare and contrast a key account with a regular account. Next, describe how the sales strategy for a key account differs from the traditional selling focus used for regular accounts.

Salesperson job satisfaction decreases when there is increased uncertainty about expectations and the length of the product line increases.

Research suggests that successful national account units:

Why is training so important to selling organizations? What are some of the keys to effective salesperson training programs?

To identify coverage gaps across territories and to better match sales resources with market opportunity, the GE process for accomplishing territory alignment involves

The final phase of for selecting key accounts:

_____ is a measure of the total business opportunity for all sellers in a particular market.

A successful training effort will increase the cost of recruiting.

A salesperson's job performance is a function of:

If the territory is geographically dispersed, sales will probably be lower due to time wasted in travel by the salesperson.

Internally mediated rewards are those controlled and offered by managers or customers.

The decision whether to use key accounts depends on three factors: profit potential, learning benefits, and cost drivers associated with customers.

Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.

IBM is reorganizing its marketing and sales operations into 14 worldwide industry groups such as banking, retail, and insurance. In moving away from an organization based on geography, IBM hopes to eliminate turf wars and make itself more responsive to customers. Explain the cost/benefit trade-offs of a market-centered sales organization. What is the nature of the turf wars that plague firms that are organized around products or geographical territories?

A key account represents a customer who:

Externally mediated rewards are controlled and offered by____________________or____________________, such as financial incentives, pay, or recognition.

When the sales resource opportunity grid indicates a low PCU and a high PCU sales organization strength, the firm should invest a moderate level of sales resources to keep current position strength.

Relationship____________________represents the number of interpersonal ties that a firm has with an exchange partner.