Chapter 16: Professional Sales

Question 1

Sales Force Objectives

Answer 1

ensure the corporate goals are met (revenue, market share and improving corporate image) assist sale force members to plan and execute their personal sales programs

Question 2

Achieving Sales Force Objectives

Answer 2

Sales Volume
Upselling & Second Chance Selling
Market Share/Market Penetration
Product-Specific Objectives

Question 3

Market Share

Answer 3

brands share of the total sales of a produce within the prodcut category in which that brand competes

Question 4

Market Penetration

Answer 4

the % of the market owned by a company as represented by a share of revenue

Question 5

Sales Force Structure

Answer 5

territorial (size/shape)
market segment
market channel
customer
combination

Question 6

Relationship Marketing

Answer 6

based on the premise that important accounts need focus and continuous attention

manage its customers and its products

Question 7

Strategic Alliances

Answer 7

highly developed form of relationship marketing that are common between vendor and buyer or between non competing vendors and a common buyer

Question 8

Sales Strategies

Answer 8

prevent erosion of key accounts
grow key accounts
grow selected marginal accounts
retain marginal accounts
eliminate selected marginal accounts
obtain new business

Question 9

3 Types of Compensation For Sales People

Answer 9

straight salary
straight commission
combined salary/commission

supplementary motivators