Exam 1 Flashcards
(32 cards)
related the build better mousetrap quote to the strategy of…
-Henry Ford
-Jeff Bezos
-Ray Kroc
-Steve Jobs
-Walt Disney
Steve Jobs
wildfire devastation is connected most directly to which macro-environmental force?
-Demographics
-Economic conditions
-Physical environment
-Political-legal factors
-Sociocultural
physical environment
with regard to sales pipeline, successful sales organizations are careful to
always maintain a full pipeline
“How does that sound so far” is example of…
-ABC close
-Assumptive close
-Standing-room-only close
-Summary
-trial close
trial close
cold calling is typically…
-Cost effective and efficient
-The best way to prospect
-A good morale booster for rookie salespeople
-Very time consuming
-Preferred by most
very time consuming????
transaction selling tends to focus on:
-cutting the price to get the sale
-long term objectives
-pricing for mutual benefit
-bartering accounts
-the marketing concept
cutting the price to get the sale
reasons why sales jobs differ from others expect:
-Salespeople need more tact and social intelligence.
-Salespeople have large role sets.
-Salespeople tend to operate with little or no supervision.
-Salespeople create the marketing strategy.
-Salespeople are knowledge
salespeople need more tact and social intelligence
an organization that has many cross-functional teams…
- Utilizes top-down control
- Is usually a vertically structured firm
- Tends to be a flatter organization
- Is a thing of the past
- Is highly centralized
tends to be flatter organization
a market specialization organizes salespeople by:
-different geographic sales territories
-the type of customer they sell to
-the level of experience of the salespeople
-the size of the sales team
-the type of product they
type of customer they sell to
qualified salespeople are short supply for all except:
-many people view selling in a negative way
- people are unaware of the opportunities provided by sales
-sales jobs typically don’t pay that well
-selling suffers from a prestige issue
-the job can be quite stressful
many people view selling in a negative way
source that is generally accepted to generate in the highest quality applicant pool:
-Detroit Free Press newspaper
-USA Today newspaper
-employment websites like indeed.com
-Food & Wine trade journals
-Social media sites like Facebook
trade journals
hiring salespeople from other jobs within the company
-is never a good idea
-is widely believed to be the best recruiting source
- Can be a great morale booster
-is quite expensive compared to other recruiting sources
- enhances diversity
widely believed to be the best recruiting source
common problem with employment testing is that they tend to be biased against:
-smart people
-dumb people
-truly creative people
-dishonest people
-white males
truly creative people
with regard to references (as selection tools)
-Should only be checked via personal visits to past employers.
-Firms are often leery to give out meaningful information
-References should never be used as they are too unreliable
-References should only be gathered after the hiring decision is made
-The best references are the applicants’ close
firms are often leery to give out meaningful information
“sell me this pen”
-Guided interview
-Nondirected interview
-Behavior-based interview
-Situation-based interview
-Performance-based
performance based interview
using line personnel to do the training has all of the following advantages except:
-Their words carry more authority
-Builds stronger relationships between new hires and the sales manager
-Better communicates the exact expectations of the supervisor
-Frees up time for the sales manager
-They have better local knowledge of the
frees up time for the sales manager
best example of a centralized training format
-on-the-job training
-staff trainer at company headquarters
-using senior salespeople
-self-guided assignments
-online webinars led
staff trainer at company headquarters
smaller firms often turn to ___ to do the training because they lack resources for their own staff trainers.
-Decentralized trainers
-Internally promoted employees
-Sales managers
-Staff trainers
-Outside specialists
outside specialists
easiest, and least expensive form of motivation:
-a promotion to management
-increased commission rate
-a manager’s personal encouragement and praise -extrinsic rewards
-team-building retreats
managers personal encouragement and praise
Hank Rolands in Case 8-1 is a classic example of _____
salesperson that’s in the ____
stage.
-ambitious: decline
-plateaued; disengagement
-explorer; maintenance
-maintained; establishment disengaged; scenery
plateaued; disengagement
good sales compensation plan should…
-Be elaborate
-Control salespeople’s activities
-Be arbitrary
-Restrict choice
-Be a zero-sum
control people’s activities
majority of salespeople are compensated via:
-straight salary
-straight commission
-combination of salary and commission or bonus
-regressive or progressive rates
equity shares in the company
combination between salary and commission or bonus
orientation stages:
- production 2. sales 3. marketing 4. relationship
what orientation did the marketing concept first emerge?
marketing orientation
