JMU COB 300D Exam 3 Tokman
Questions with Verified Answers |
Latest Update 100% Pass
Sales Management Process Steps...... (in order) - CORRECT ANSWER-1. Set
objectives
2. Organizing the salesforce
3. Sales plan implementation
Sales Management Process Objectives....... - CORRECT ANSWER--Output-
related
-Input-related
-Behaviorally-related
-Competition-related
,Output-Related - CORRECT ANSWER-How many items are we going to sell in a
certain period?
Input-Related - CORRECT ANSWER-How many times was the customer called?
Behaviorally-Related - CORRECT ANSWER-Based on customers view on the
salesperson.
Competition-Related - CORRECT ANSWER-Whether or not we are stealing
customers away from the competition.
Organizing the Salesforce........ - CORRECT ANSWER--Number of salespeople
needed
-Own salesforce vs. independent agents
-Structure of the salesforce
Number of Salespeople Needed Formula - CORRECT ANSWER-(Number of
customers x call frequency x avg length of calls) / 1400 hrs
Own Salesforce - CORRECT ANSWER--Your own employees who have benefits
and possibly commission.
-YOU can control how long they work and what they do.
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,Independent Agents - CORRECT ANSWER--Will only work on commission as
they are not your official employees.
-THEY determine how long they work and what they do.
The Salesforce Structure...... - CORRECT ANSWER--Customer
-Product
-Geography
Customer-based... - CORRECT ANSWER--Arranging your sales efforts around
your customers or clients.
-This can be very beneficial as many different clients have very different needs
-Allows for a close-knit relationship between the client and sales rep.
Product-based... - CORRECT ANSWER--Relates to specialized knowledge
-Allows for salespeople to become experts in a certain product or product line.
-Very advantageous for complex/technical products.
, Geography-based... - CORRECT ANSWER--Salespeople specialize in a certain
area.
-Allows salespeople to know their markets and develop various approaches to an
area.
Key Account Management....... - CORRECT ANSWER--A process that helps
sustain and expand relationships with important key accounts.
-Will work closely with multiple business departments in order to maintain and
further develop the relationships with the key accounts.
Sales Plan Implementation - CORRECT ANSWER--Internal marketing
-Salesforce training
-Salesforce motivation
compensation
-Salesforce evaluation
COPYRIGHT ALL RIGHTS RESERVED ©️ 2025
Questions with Verified Answers |
Latest Update 100% Pass
Sales Management Process Steps...... (in order) - CORRECT ANSWER-1. Set
objectives
2. Organizing the salesforce
3. Sales plan implementation
Sales Management Process Objectives....... - CORRECT ANSWER--Output-
related
-Input-related
-Behaviorally-related
-Competition-related
,Output-Related - CORRECT ANSWER-How many items are we going to sell in a
certain period?
Input-Related - CORRECT ANSWER-How many times was the customer called?
Behaviorally-Related - CORRECT ANSWER-Based on customers view on the
salesperson.
Competition-Related - CORRECT ANSWER-Whether or not we are stealing
customers away from the competition.
Organizing the Salesforce........ - CORRECT ANSWER--Number of salespeople
needed
-Own salesforce vs. independent agents
-Structure of the salesforce
Number of Salespeople Needed Formula - CORRECT ANSWER-(Number of
customers x call frequency x avg length of calls) / 1400 hrs
Own Salesforce - CORRECT ANSWER--Your own employees who have benefits
and possibly commission.
-YOU can control how long they work and what they do.
COPYRIGHT ALL RIGHTS RESERVED ©️ 2025
,Independent Agents - CORRECT ANSWER--Will only work on commission as
they are not your official employees.
-THEY determine how long they work and what they do.
The Salesforce Structure...... - CORRECT ANSWER--Customer
-Product
-Geography
Customer-based... - CORRECT ANSWER--Arranging your sales efforts around
your customers or clients.
-This can be very beneficial as many different clients have very different needs
-Allows for a close-knit relationship between the client and sales rep.
Product-based... - CORRECT ANSWER--Relates to specialized knowledge
-Allows for salespeople to become experts in a certain product or product line.
-Very advantageous for complex/technical products.
, Geography-based... - CORRECT ANSWER--Salespeople specialize in a certain
area.
-Allows salespeople to know their markets and develop various approaches to an
area.
Key Account Management....... - CORRECT ANSWER--A process that helps
sustain and expand relationships with important key accounts.
-Will work closely with multiple business departments in order to maintain and
further develop the relationships with the key accounts.
Sales Plan Implementation - CORRECT ANSWER--Internal marketing
-Salesforce training
-Salesforce motivation
compensation
-Salesforce evaluation
COPYRIGHT ALL RIGHTS RESERVED ©️ 2025
