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Sales Management 2nd Edition Summary - Chapter 1 (Detailed)
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Detailed summary of Sales Management 2nd edition Chapter 1 for MNM3703. Perfect for studying and revision for assignments and exams.
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Sales Management - Chapter 1
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13 Flashcards
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Flashcards
13 Flashcards
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Some examples from this set of practice questions
1.
What is selling defined as?
Answer: ‘personal communication of information to unselfishly persuade a prospective customer to buy a product, service, idea to satisfy needs’.
2.
What are the three types of sales support structures?
Answer: self-support, core team support and external support.
3.
what are the major roles of a salesperson?
Answer: sales role, marketing role and customer relationship role.
4.
True or False: A sales role is meant to achieve long-term results using aggressive techniques?
Answer: False. A sales role is meant to achieve SHORT-TERM results using aggressive techniques.
5.
What are at least two reasons for becoming a salesperson?
Answer: ■ the opportunity to serve others by helping them; ■ the variety of sales jobs available; ■ freedom and independence; ■ the challenges that a sales career offers; ■ opportunities for advancement; and ■ financial and non-financial rewards
6.
what are the 4 career stages of a salesperson?
Answer: 1. Exploration 2. Establishment 3. Maintenance 4. Disengagement
7.
What are the three categories most salespeople are employed in?
Answer: Retail salespeople Wholesale salespeople Manufacturers\' salespeople
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