Marketing Chapter 9 Key Account Management
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Questions and Answers

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

  • Sales Force Motivation
  • Qualities of Successful Salespeople
  • Motivation Theories
  • Recruitment and Selection (correct)

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

  • Jobber, D.
  • Capes, M.
  • Millar, S.
  • Martin, S.W. (correct)

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

  • Organizational skills
  • Technical skills
  • Analytical skills
  • Interpersonal skills (correct)

    • 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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    Description

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

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