Marketing Chapter 9 Key Account Management
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Marketing Chapter 9 Key Account Management

This quiz covers key concepts in Chapter 9 of a marketing textbook, including global account management competencies and handling relationships with key accounts.

Created by
@UncomplicatedLouvreMuseum

Questions and Answers

What is the main focus of Chapter 8 in the provided text?

Recruitment and Selection

According to the provided text, who wrote about the 'Seven personality traits of top salespeople'?

Martin, S.W.

What is one of the qualities of successful salespeople, according to Jobber and Millar (1984)?

Interpersonal skills

What is the main focus of Table 9.6 in the provided text?

<p>KAM key success factors</p> Signup and view all the answers

According to Capes (2017), what is one of the top five characteristics of successful salespeople?

<p>Goal-oriented</p> Signup and view all the answers

What is the title of Figure 13.1 in the provided text?

<p>Stages in the Recruitment and Selection Process</p> Signup and view all the answers

Who wrote about the 'use of psychological tests in the selection of salesmen'?

<p>Jobber, D. and Millar, S.</p> Signup and view all the answers

What is the topic of Figure 13.2 in the provided text?

<p>Important Qualities of Salespeople</p> Signup and view all the answers

What is a key aspect of training that can improve sales performance?

<p>All of the above</p> Signup and view all the answers

Which theory is related to the idea that motivation is influenced by a person's perception of the importance of certain skills?

<p>Vroom's Expectancy Theory</p> Signup and view all the answers

What is a key criterion used to evaluate the effectiveness of training courses?

<p>Relevance to the job</p> Signup and view all the answers

What is a common topic covered in sales training programs for managers?

<p>Leadership skills</p> Signup and view all the answers

Which of the following is a benefit of training, according to research?

<p>Improved job satisfaction</p> Signup and view all the answers

What is a method used to train sales managers, according to Powers et al. (2010)?

<p>All of the above</p> Signup and view all the answers

Which of the following is a key quality of successful salespeople?

<p>All of the above</p> Signup and view all the answers

What is a key component of a training program, according to Figure 14.6?

<p>Training objectives</p> Signup and view all the answers

What is the primary purpose of the sales force evaluation process?

<p>To assess the performance of salespeople and provide feedback for improvement</p> Signup and view all the answers

What is a key difference between small and large organisations in terms of sales force evaluation output criteria?

<p>Small organisations focus on quantitative criteria, while large organisations focus on qualitative criteria</p> Signup and view all the answers

What is the primary benefit of using a salesperson evaluation matrix?

<p>To identify the strengths and weaknesses of individual salespeople</p> Signup and view all the answers

Why is it important to evaluate sales force input criteria?

<p>To identify the skills and knowledge required for success in a sales role</p> Signup and view all the answers

What is the primary focus of Table 17.2?

<p>Comparing the usage of sales force evaluation input criteria between small and large organisations</p> Signup and view all the answers

What is the purpose of Figure 17.1?

<p>To illustrate the sales force evaluation process</p> Signup and view all the answers

What is the primary focus of Table 17.3?

<p>Comparing the usage of qualitative sales force evaluation criteria between small and large organisations</p> Signup and view all the answers

What is the purpose of Table 17.4?

<p>To show the winning and losing orders in sales</p> Signup and view all the answers

Study Notes

Key Account Management

  • Developing global account management competencies involves handling relationships with key accounts, which includes having a key account information system and using a key account planning system.
  • Key success factors for key account management (KAM) include building trust, having a dedicated account team, and implementing a relationship-building strategy.

Recruitment and Selection

  • The recruitment and selection process involves several stages, including job analysis, job description, job specification, advertising, shortlisting, interviewing, and selection.
  • Personality traits of successful salespeople include being results-oriented, disciplined, and goal-oriented.
  • Important qualities of salespeople include being a self-starter, a team player, and adaptable.

Sales Force Evaluation

  • The sales force evaluation process involves several steps, including setting performance standards, monitoring and collecting data, evaluating performance, and taking corrective action.
  • Evaluation is a critical part of sales management, and it helps to identify areas for improvement and develop strategies to improve sales performance.
  • A salesperson evaluation matrix can be used to assess salespeople based on criteria such as sales performance, customer service, and teamwork.

Training and Development

  • Training and development are essential for improving sales performance and increasing customer satisfaction.
  • Benefits of training include improved sales performance, increased customer satisfaction, and reduced turnover.
  • A training programme should include components such as needs assessment, programme design, implementation, and evaluation.
  • Criteria used to evaluate training courses include relevance, quality, and impact on sales performance.

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