Podcast
Questions and Answers
What is the main focus of Chapter 8 in the provided text?
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'?
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)?
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?
What is the main focus of Table 9.6 in the provided text?
According to Capes (2017), what is one of the top five characteristics of successful salespeople?
According to Capes (2017), what is one of the top five characteristics of successful salespeople?
What is the title of Figure 13.1 in the provided text?
What is the title of Figure 13.1 in the provided text?
Who wrote about the 'use of psychological tests in the selection of salesmen'?
Who wrote about the 'use of psychological tests in the selection of salesmen'?
What is the topic of Figure 13.2 in the provided text?
What is the topic of Figure 13.2 in the provided text?
What is a key aspect of training that can improve sales performance?
What is a key aspect of training that can improve sales performance?
Which theory is related to the idea that motivation is influenced by a person's perception of the importance of certain skills?
Which theory is related to the idea that motivation is influenced by a person's perception of the importance of certain skills?
What is a key criterion used to evaluate the effectiveness of training courses?
What is a key criterion used to evaluate the effectiveness of training courses?
What is a common topic covered in sales training programs for managers?
What is a common topic covered in sales training programs for managers?
Which of the following is a benefit of training, according to research?
Which of the following is a benefit of training, according to research?
What is a method used to train sales managers, according to Powers et al. (2010)?
What is a method used to train sales managers, according to Powers et al. (2010)?
Which of the following is a key quality of successful salespeople?
Which of the following is a key quality of successful salespeople?
What is a key component of a training program, according to Figure 14.6?
What is a key component of a training program, according to Figure 14.6?
What is the primary purpose of the sales force evaluation process?
What is the primary purpose of the sales force evaluation process?
What is a key difference between small and large organisations in terms of sales force evaluation output criteria?
What is a key difference between small and large organisations in terms of sales force evaluation output criteria?
What is the primary benefit of using a salesperson evaluation matrix?
What is the primary benefit of using a salesperson evaluation matrix?
Why is it important to evaluate sales force input criteria?
Why is it important to evaluate sales force input criteria?
What is the primary focus of Table 17.2?
What is the primary focus of Table 17.2?
What is the purpose of Figure 17.1?
What is the purpose of Figure 17.1?
What is the primary focus of Table 17.3?
What is the primary focus of Table 17.3?
What is the purpose of Table 17.4?
What is the purpose of Table 17.4?
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.
