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Questions and Answers
What are sales objectives typically related to?
What is an example of a trade-sales-promotion method?
What is a key consideration in managing sales territories?
What is the purpose of sales promotion?
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What is a method used to encourage customers to purchase a specific product?
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Sales objectives should not be stated in precise, measurable terms
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Training for the sales team can only be done in the field, not at educational institutions or online
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Compensation plans for salespeople should not include a combination of straight salary and commission
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Sales objectives provide salespeople with direction and purpose and should be stated in precise, measurable terms. Objectives are usually developed for the total sales force and for individual salespeople, and are typically related to sales volume, market share, or ___________.
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Determining sales force size is important in order to maximize sales and profits. Recruiting and selecting salespeople should be done from several sources, and training should be provided to ensure that the sales team is informed and ___________.
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To motivate salespeople, additional programs beyond financial compensation are necessary, such as enjoyable working conditions, power and authority, job security, opportunity to excel, sales contests, and ___________ programs.
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What are some common methods of sales promotion?
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What are some trade-sales-promotion methods used by manufacturers to incentivize retailers and sales personnel?
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What are some considerations in managing the sales force?
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