Podcast
Questions and Answers
Which of the following is a key driver of change in selling and sales management?
Which of the following is a key driver of change in selling and sales management?
What is one major advantage of pursuing a career in sales?
What is one major advantage of pursuing a career in sales?
Which management style is being transformed in modern sales management?
Which management style is being transformed in modern sales management?
What is a common drawback of a virtual office environment?
What is a common drawback of a virtual office environment?
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Which practice can help integrate salesperson performance evaluations?
Which practice can help integrate salesperson performance evaluations?
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What does gaining greater job ownership imply for salespeople?
What does gaining greater job ownership imply for salespeople?
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Which factor is NOT associated with the attractiveness of a sales career?
Which factor is NOT associated with the attractiveness of a sales career?
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What is an effective way to create creativity in a sales environment?
What is an effective way to create creativity in a sales environment?
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Which of the following skills is NOT considered a selling success factor?
Which of the following skills is NOT considered a selling success factor?
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Which selling job focuses on providing merchandise and promotional assistance to customers?
Which selling job focuses on providing merchandise and promotional assistance to customers?
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What primarily characterizes business-to-consumer (B2C) selling compared to business-to-business (B2B) selling?
What primarily characterizes business-to-consumer (B2C) selling compared to business-to-business (B2B) selling?
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Which type of seller is responsible for persuading customers to purchase from distributors?
Which type of seller is responsible for persuading customers to purchase from distributors?
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What best describes the prospecting stage in the selling process?
What best describes the prospecting stage in the selling process?
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Which of the following best reflects the responsibilities of a new business seller?
Which of the following best reflects the responsibilities of a new business seller?
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Which skill is particularly crucial for overcoming objections during sales?
Which skill is particularly crucial for overcoming objections during sales?
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What is a significant characteristic of business-to-business (B2B) selling?
What is a significant characteristic of business-to-business (B2B) selling?
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What is the primary purpose of a sales message presentation?
What is the primary purpose of a sales message presentation?
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Which of the following is NOT a role any participant plays in the buying process?
Which of the following is NOT a role any participant plays in the buying process?
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What is the significance of 'excellent service' in account servicing?
What is the significance of 'excellent service' in account servicing?
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Which of the following is NOT a common complaint about sales presentations?
Which of the following is NOT a common complaint about sales presentations?
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What must a salesperson do to effectively close a sale?
What must a salesperson do to effectively close a sale?
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Who typically has the final authority to make a purchase decision in the buying process?
Who typically has the final authority to make a purchase decision in the buying process?
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During which stage should a salesperson begin to build loyalty with a customer?
During which stage should a salesperson begin to build loyalty with a customer?
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What is one of the foundational steps in sales planning?
What is one of the foundational steps in sales planning?
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Study Notes
Sales Force Management Overview
- Churchill, Ford, and Walker's Sales Force Management is a subject matter.
- The book's authors are Mark W. Johnston and Greg W. Marshall.
- Copyright of the book is 2011 by The McGraw-Hill Companies, Inc.
The Process of Selling and Buying
- The process of selling and buying is a key topic.
Formulation of a Sales Program
- A diagram displays the components of a sales program.
- The environment, marketing strategy, sales management activities, and outcomes are interconnected.
- Account management policies, sales force organizations, sales planning, deployment, supervision, and selection, training, and motivating the sales force are key components part of the sales program formulation.
- Salesperson's view of job requirements, role perceptions, and personal characteristics, and performance and evaluation/control of sales performance are also part of the sales program formulation.
- Feedback is crucial for improving the sales program.
Key Drivers of Change in Selling and Sales Management
- Building long-term customer relationships is important.
- Sales organizations need flexibility and adaptability.
- Job ownership and commitment from salespeople are crucial.
- Shifting management style from commanding to coaching is needed.
- Sales success requires leveraging technology.
- Integrating salesperson performance evaluations is needed.
Attractiveness of Sales Careers
- Autonomy, personal initiative, and a variety of challenging activities attract people.
- Financial rewards, favorable working conditions, and opportunities for development are attractive.
Creating Your Own Creativity
- Balancing routine with change and play time is crucial.
- Maintaining optimism, courage, and problem-solving skills are integral.
- Taking responsibility is important.
Virtual Office Benefits and Drawbacks
- Benefits include better work-life balance, cost savings on real estate, and reduced environmental impact from commute.
- Drawbacks are isolation and "out-of-sight, out-of-mind" communication issues.
Possible Salesperson Career Tracks
- Sales trainee to salesperson to sales manager to sales director/VP.
- Tracks also include brand manager and director/VP of marketing.
- A variety of career paths exist within sales.
Selling Success Factors
- Listening, follow-up, adaptable sales style, tenacity, and organization are important skills.
- Verbal communication skills, ability to interact with varied individuals, overcoming objections, closing skills and effective time management are also necessary.
Different Types of Selling Jobs
- Various tasks, responsibilities, training needs, compensation, and advancement opportunities are involved.
- Selling roles in business-to-consumer and business-to-business markets are distinct.
B2C vs. B2B
- Retail selling (B2C) accounts for most salespeople, but industrial selling (B2B) generates the largest volume of sales.
- Types of B2B jobs like trade servicers, missionary sellers, technical sellers, and new business sellers are categorized.
Selling Process Stages
- Prospecting for customers is the first stage.
- The next stage opens the relationship between customer and the salesperson.
- Qualifying the prospect clarifies the needs of the customer.
- Presenting the sales message conveys the sales information.
- Closing the sale involves techniques to finalize the transaction.
- Servicing the account fosters client loyalty by building and maintaining customer relationships.
Prospecting
- Prospecting is an essential sales skill.
- Its core competency is crucial for increasing sales.
- Its hard work demands design and discipline to succeed.
- Software can enhance this core competency.
Opening the Relationship
- The approach, or initial contact, is critical for opening purchase processes.
- Recognizing key decision makers and their influence is crucial.
Qualifying the Prospect
- Determining prospect needs, creating awareness, and understanding the sale's profitability are key.
Sales Message Presentation
- Information transmission and customer persuasion are presentation goals.
- Common sales presentation complaints include running down competitors, being too aggressive, and a lack of product/client knowledge.
Closing the Sale
- The closing process begins with the first contact.
- Techniques like "asking for the order" and trial closes are used.
- Understanding the prospect and the buying process is essential.
Servicing the Account
- Excellent service builds loyalty and repeat customers by providing a great customer experience, including service after the sale.
- Following up to check client satisfaction is important.
Buying Process Participants or Buying Roles
- Initiators recognize problems or needs.
- Users utilize products or services.
- Influencers provide insights for evaluation.
- Gatekeepers control information flow.
- Buyers contact and order products.
- Deciders have final purchase authority.
- Controllers determine the budget.
Selling and Buying Centers
- Sales planning involves knowing who to contact, timing each interaction, and understanding each buying center member's role.
- Sales teams can handle key accounts.
- Matrix organizations involve direct reports and internal support.
Organizational Buying Decision Stages
- Organizational buying goes through well-defined stages.
- Stages include anticipation of need, determination of traits, supplier search, proposal acquisition, evaluation, selection, order routine, and performance evaluation.
Consumer versus Organizational Buyer Behavior
- Consumer buyers exhibit different purchasing characteristics compared to organizational buyers in several key dimensions, including, for example, use, motivation, knowledge, purchase likelihood, decision making and purchase amount.
Organizational Buying Situations
- New-task purchases are for unfamiliar products.
- Modified rebuys require changes to existing purchases.
- Straight rebuys repeat the prior purchase.
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Description
Explore the essential concepts of Sales Force Management as outlined in Johnston and Marshall's 2011 book. This quiz covers the selling and buying processes, sales program formulation, and key components like account management and sales force training. Test your knowledge on effective sales strategies and performance evaluations.
