MGT 103 - Week 8 Lecture Exam Questions
and Answers with Verified Solutions | Latest
Updated 2026
Sales Management involves planning the selling program.
Implementing and evaluating the personal
selling
effort of the firm. Tasks include; Setting
objectives,
Organizing the salesforce, Recruiting,
selecting,
training, and compensating salespeople, &
Evaluating performance
Personal Selling Creates customer value. May identify
creative
solutions to customer problems. Ease the
customer
buying process. Includes the after sale
follow up.
, Order Taker Process routine orders for products
already sold
by the firm. Preserve ongoing
relationships.
Engage in only limited problem solving.
Represent
products with only a few options.
Standardized
products. Outside order takers will visit the
customer to replenish stocks. Inside order
takers
typically answer simple questions
complete
transactions.
Order Getter Sells in the conventional sense. Identifies
prospective customers. Provides
customers with
information. Involves product knowledge
and sales
training. Often required to sell complex or
technical products that have many options.
Must
be able to link product benefits to customer
needs.
Missionary Salespeople Do not directly solicit orders. Focus on
introducing
new products or performing promotional
activities.
Are used extensively in pharmaceuticals.
and Answers with Verified Solutions | Latest
Updated 2026
Sales Management involves planning the selling program.
Implementing and evaluating the personal
selling
effort of the firm. Tasks include; Setting
objectives,
Organizing the salesforce, Recruiting,
selecting,
training, and compensating salespeople, &
Evaluating performance
Personal Selling Creates customer value. May identify
creative
solutions to customer problems. Ease the
customer
buying process. Includes the after sale
follow up.
, Order Taker Process routine orders for products
already sold
by the firm. Preserve ongoing
relationships.
Engage in only limited problem solving.
Represent
products with only a few options.
Standardized
products. Outside order takers will visit the
customer to replenish stocks. Inside order
takers
typically answer simple questions
complete
transactions.
Order Getter Sells in the conventional sense. Identifies
prospective customers. Provides
customers with
information. Involves product knowledge
and sales
training. Often required to sell complex or
technical products that have many options.
Must
be able to link product benefits to customer
needs.
Missionary Salespeople Do not directly solicit orders. Focus on
introducing
new products or performing promotional
activities.
Are used extensively in pharmaceuticals.
