Eksamen Flashcards
Learn something
What is a Sales Force Strategy ? (Oxford, ch.1)
A sales force strategy is a set of strategic decisions that determine to whom the sales force will sell and the role of the sales force in creating costumer value which is consistent with the overall strategy of the firm.
During the last decade, many sales organizations have made a shift away from a tactical focus to a strategic emphasis. Which factors explains this shift? (Oxford, ch 1, 1.2.1).
- Changing Customer relationship requirements
- Changing Sales Tasks
- Growing Customer sophistication
- Commoditization pressures
- A need for different selling approaches
(Oxford, ch 1, p. 3)
What are the three strategic roles of a sales person?
Oxford, ch. 1, 1.2.2.
- Competence deployment
- Competence modification
- Competence definition
(Oxford, ch. 1, 1.2.2)
What is the relationship between the role of the salesperson an the role of managers? (OX, ch. 1, 1.2.2.)
The role of salespeople and the role of managers vary across organizations, but the trend is for salespeople to be more involved in shaping the strategy. This means that the sales person has to meet new role expectations.
(OX, ch. 1, 1.1.2.2.).
