Podcast
Questions and Answers
What are sales objectives typically related to?
What are sales objectives typically related to?
- Product development, pricing strategy, or distribution channels
- Customer satisfaction, employee retention, or advertising
- Brand awareness, social media engagement, or website traffic
- Sales volume, market share, or profit (correct)
What is an example of a trade-sales-promotion method?
What is an example of a trade-sales-promotion method?
- Consumer contests and games
- Free samples and premiums
- Shopper loyalty and frequent-user incentives
- Buy-back allowances (correct)
What is a key consideration in managing sales territories?
What is a key consideration in managing sales territories?
- Ignoring customer feedback and contracts
- Creating territories with similar sales potential (correct)
- Focusing solely on non-selling time
- Maximizing personal selling time
What is the purpose of sales promotion?
What is the purpose of sales promotion?
What is a method used to encourage customers to purchase a specific product?
What is a method used to encourage customers to purchase a specific product?
Sales objectives should not be stated in precise, measurable terms
Sales objectives should not be stated in precise, measurable terms
Training for the sales team can only be done in the field, not at educational institutions or online
Training for the sales team can only be done in the field, not at educational institutions or online
Compensation plans for salespeople should not include a combination of straight salary and commission
Compensation plans for salespeople should not include a combination of straight salary and commission
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 ___________.
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 ___________.
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 ___________.
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 ___________.
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.
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.
What are some common methods of sales promotion?
What are some common methods of sales promotion?
What are some trade-sales-promotion methods used by manufacturers to incentivize retailers and sales personnel?
What are some trade-sales-promotion methods used by manufacturers to incentivize retailers and sales personnel?
What are some considerations in managing the sales force?
What are some considerations in managing the sales force?
