Salesforce Organization and Customer Relationships Presentation

What is the primary way Professor Hunter suggests for organizing the salesforce?

In the context of sales strategy, what does Professor Hunter mention as the other elements that need to integrate with structure?

What key aspect of sales organization design is highlighted as driving much of what Professor Hunter talks about?

According to Professor Hunter, what perspective should be used in driving the relationship objective with the buying organization?

What role does Professor Hunter highlight in sales management as being related to relationships and structure?

What does Professor Hunter mention as one of the objectives he wants to reflect on during the presentation?

What does the OGSM framework stand for?

Which of the following components is NOT part of the OGSM framework?

What is the primary focus of the relationship objectives in sales strategy?

Why is having too few employees under a manager a concern?

What major impact does structure have on an organization's strategy?

What is the main purpose of designing and aligning processes in sales strategy?

How does the OGSM framework help managers in planning their operations?

Which aspect of an organization is primarily influenced by a mechanistic structural focus?

What is the main concern when determining the vertical structure of a sales organization?

How does structure influence an organization's culture?

Which component of strategy is heavily impacted by an organization's structure?

In organizational design, what does 'inter-organizational linkages' primarily refer to?

What main function does the information and control systems serve in an organization?

How does organizational structure impact the coordination of activities in a sales team?

What role do human resources policies play in sales organization design?

Why is understanding the buyer's journey crucial in structuring a sales organization effectively?

What are the three components of customer equity mentioned in the text?

What is the primary goal of customer equity discussed in the text?

What is Customer Lifetime Value (CLV) defined as according to the text?

How is customer equity calculated according to the text?

What does General Motors estimate about a customer's relationship value based on the text?

In the context of customer equity, what is the significance of customer retention?

What is the role of sales organizations in driving customer equity according to the text?

How does customer lifetime value contribute to customer equity?

Why is developing relationships with the best customers emphasized in the text?

What does the text suggest is key to improving firm value through marketing programs?

What is the main focus of procedural control?

In the context of the text, who are gatekeepers?

What does a forward-looking firm primarily focus on?

Why is the search for information crucial for businesses?

How does procedural control affect the buying process?

What role does the idea of a proactive focus play in businesses?

What is the main factor driving retention costs according to the text?

How does customer equity relate to sales, as described in the text?

What is the purpose of building a sales structure according to the text?

In the context of business buyer-seller relationships, what does a full and complete overlap of interests between buyer and seller often lead to?

Which concept helps in determining whether spending X amount of money on acquiring new customers is justified?

What is an important aspect of designing structure in business relationships as mentioned in the text?

How do most business buyer-seller relationships exist according to the text?

What is the significance of promoting shared interests in business relationships as mentioned in the text?

What determines whether firms merge in business buyer-seller relationships according to the text?

What are the four major ways of creating and strengthening linkages across organizations?

In the buyer's decision-making process, what typically happens after they evaluate different alternatives?

Why is it important to maintain a relational cycle with the buyer even after the sale is completed?

What is the main focus of the second block mentioned in the text?

How do strong linkages across organizations affect firm boundaries?

What does the buyer typically do after determining some decision criteria?

What is one of the main reasons for blurring boundaries between firms?

Why is it essential to understand buyers' procurement processes according to the text?

Which of the following is NOT a stage of the buyer's decision-making process as described in the text?

What is one potential outcome of maintaining strong linkages across organizations, as mentioned in the text?

What does customer equity represent for a firm?

How is customer equity estimated?

Which factor is NOT considered when computing inflows for customer equity?

What is considered an achievement that generates substantial value for the firm?

How are outflows computed in the context of customer equity?

What is the formula for estimating the lifetime value of a customer?

What does 'marin' represent in the computation of inflows?

Why are inflows computed based on net present value?

What is the significance of turning a new client into an advocate?

What is represented by 'capital Q' in computing inflows?

What type of negotiation focuses on serving our own self-interest?

What is a key component for successful relationships according to the text?

What type of trust is more important in business-to-consumer selling?

What concept fits best with a strategy of pursuing mutually-beneficial interests?

What is the focus of personal trust according to the text?

Why is efficacy of proposed solutions important in business relationships?

What does business trust primarily focus on?