chapter 16 Flashcards
1
Q
Why do we need personal selling?
A
someone who creates value for the buyer on behalf of the seller
-salespeople represent the link between a company and its customers and help facilitate the sale
2
Q
What are the meanings of a salesperson to a company and a consumer?
A
linking the company with its customers
3
Q
What is salesperson-owned loyalty?
A
customers may become loyal to salespeople
4
Q
What are steps of sales force management?
A
designing sales force strategy and structure → recruiting and selecting salespeople → training → compensating → supervising → evaluating salespeople
5
Q
Be able to identify the type of sales force structure used by a given company.
A
territorial, product, customer/market
