Final Class

Question 1

types of personal selling positions

Answer 1

order takers: cash register

order getters: ex boeing aerospace

Question 2

what salespeople do on the job

Answer 2

.

Question 3

managing the sales function

Answer 3

.

Question 4

personal selling and IMC

Answer 4

.

Question 5

process of selling

Answer 5

generate lead
qualify leads 
approach
prensentation
   develop/propose solutions
   handle objections
close 
follow up

Question 6

scarcity

Answer 6

when something is scarce you want it because you can’t have it

Question 7

reciprocity

Answer 7

talking about the most expensive thing then the person feels obligated to purchase when the person is giving them a deal

Question 8

SF organization

Answer 8

geographic -
customer type - people dedicated to different types of customers
product type - people dedicated to certain products

Question 9

SF sizing

Answer 9

rule - feet on the street = sales

talk to your clients

Question 10

activity based sizing

Answer 10

1. salesperson time, in hours per year, required for each task
2. total # of accounts in the entire segment % of accounts to reach per year
3. total hrs/yr of salesperson time:(hrs/yr/account x # accounts)
   Hrs/yr each rep can work on sales calls

Question 11

IMC strategy

Answer 11

look at slide