IDIS 433 Final Exam Complete Questions And Answers

S.M.A.R.T. goals - Answer-S. - Specific M. - Measurable A. - Aligned R. - Reach-out or Relevant T. - Time-bound 10 steps structured brainstorming - Answer-1. State what you are brainstorming and write it where everyone can see it. 2. Ask for help in brainstorming, and go for: a large number of ideas and at least one "wild" i idea from each and expect to hear "seed" words. 3. Have participants write their ideas individually and in quiet. 4. If this a company project, state what corporate goal they are working towards 5. Seek ideas in round-robin fashion, one idea at a time, including your ideas, rapid fire. 6. Write ideas on a flipchart or whiteboard or collect sticky notes.7. Support participants ideas: "good idea", nod head, DO NOT say "we have heard that before". 8. Develop new spinoff ideas from wild ideas. 9. Clarify ideas where needed. 10. Tell them or identify the next steps that will occur with their listed ideas and most importantly, thank them for their hard work and great ideas! Assembling your team (sales force) - Answer--organizational design and types -salesforce design, structure, and size -roles and responsibilities -recruitment -interviewing/hiring -retention -professional team meetings -(guest speaker) Specialization within your sales department - Answer--geographic -product -market -combination geographic specialization - Answer-grouped by physical territories product specialization - Answer-grouped by type of product soldmarket specialization - Answer-grouped by type of customer, by industry, or by channel of distribution Combination specialization - Answer-combo of any of the above Specialization is ____________ - Answer-trending today and will continue to grow in popularity Wholesaler-Distributors are - Answer-Salesforce organizations Sales are wholesale-distributor's____________ - Answer-primary reason for being Salesforce makes up ____________________ for wholesale-distributors - Answer-the bulk of the workforce Distributors that take a proactive approach to sales force structure __________________ - Answerclearly communicate their identity to the marketplace