Chapter 8 Sales force structure

Question 1

What does the sales force manage regarding accounts?

Answer 1

The ongoing relationship with that account and assures the account

This emphasizes the importance of maintaining strong customer relationships.

Question 2

What is a benefit of single role selling?

Answer 2

Efficient with few if any miscommunications and errors when handling off customers

This method streamlines the sales process.

Question 3

True or False: Customers are disappointed when they can no longer work with the salesperson who initially sold to them.

Answer 3

False

Customers appreciate the ongoing relationship management.

Question 4

What motivates salespeople in single role selling?

Answer 4

Owning the relationship with the accounts they develop

This ownership leads to greater accountability and focus.

Question 5

What are the two roles in the dual sales role structure?

Answer 5

One for new business development and another for account management or customer needs

This division can create challenges that must be managed.

Question 6

What is missionary selling focused on?

Answer 6

Selling media businesses to businesses (B2B) and selling advertising to another business

This method emphasizes relationship-building and understanding client needs.

Question 7

List the steps in the buying process for missionary selling.

Answer 7

• Recognition of needs
• Narrowing of alternatives
• Evaluation of alternatives
• Resolution of concerns
• Purchase
• Execution, optimization, and verification

This structured approach helps guide the customer through their decision-making process.

Question 8

What is the first step in the selling process for missionary selling?

Answer 8

Prospecting and qualifying

This step involves finding potential customers.

Question 9

Fill in the blank: The next step after prospecting is _______.

Answer 9

[Researching insights and solutions]

This involves learning about the target account’s business model.

Question 10

What is the purpose of the proposal phase in missionary selling?

Answer 10

Presenting a specific tailored, customized solution or big idea

This is the stage when price, terms, and conditions are finally mentioned.

Question 11

What happens during the negotiating and closing phase?

Answer 11

Getting the order or a firm commitment to buy

This is a critical step in the sales process.

Question 12

List the steps in the buying process for service selling.

Answer 12

• Recognition of needs
• Evaluation of alternatives, Phase 1
• Evaluation of alternatives, Phase 2
• Purchase
• Execution, optimization, and verification

This process is essential for ensuring customer satisfaction and service effectiveness.