Exam 1 Flashcards
related the build better mousetrap quote to the strategy of…
-Henry Ford
-Jeff Bezos
-Ray Kroc
-Steve Jobs
-Walt Disney
Steve Jobs
wildfire devastation is connected most directly to which macro-environmental force?
-Demographics
-Economic conditions
-Physical environment
-Political-legal factors
-Sociocultural
physical environment
with regard to sales pipeline, successful sales organizations are careful to
always maintain a full pipeline
“How does that sound so far” is example of…
-ABC close
-Assumptive close
-Standing-room-only close
-Summary
-trial close
trial close
cold calling is typically…
-Cost effective and efficient
-The best way to prospect
-A good morale booster for rookie salespeople
-Very time consuming
-Preferred by most
very time consuming????
transaction selling tends to focus on:
-cutting the price to get the sale
-long term objectives
-pricing for mutual benefit
-bartering accounts
-the marketing concept
cutting the price to get the sale
reasons why sales jobs differ from others expect:
-Salespeople need more tact and social intelligence.
-Salespeople have large role sets.
-Salespeople tend to operate with little or no supervision.
-Salespeople create the marketing strategy.
-Salespeople are knowledge
salespeople need more tact and social intelligence
an organization that has many cross-functional teams…
- Utilizes top-down control
- Is usually a vertically structured firm
- Tends to be a flatter organization
- Is a thing of the past
- Is highly centralized
tends to be flatter organization
a market specialization organizes salespeople by:
-different geographic sales territories
-the type of customer they sell to
-the level of experience of the salespeople
-the size of the sales team
-the type of product they
type of customer they sell to
qualified salespeople are short supply for all except:
-many people view selling in a negative way
- people are unaware of the opportunities provided by sales
-sales jobs typically don’t pay that well
-selling suffers from a prestige issue
-the job can be quite stressful
many people view selling in a negative way
source that is generally accepted to generate in the highest quality applicant pool:
-Detroit Free Press newspaper
-USA Today newspaper
-employment websites like indeed.com
-Food & Wine trade journals
-Social media sites like Facebook
trade journals
hiring salespeople from other jobs within the company
-is never a good idea
-is widely believed to be the best recruiting source
- Can be a great morale booster
-is quite expensive compared to other recruiting sources
- enhances diversity
widely believed to be the best recruiting source
common problem with employment testing is that they tend to be biased against:
-smart people
-dumb people
-truly creative people
-dishonest people
-white males
truly creative people
with regard to references (as selection tools)
-Should only be checked via personal visits to past employers.
-Firms are often leery to give out meaningful information
-References should never be used as they are too unreliable
-References should only be gathered after the hiring decision is made
-The best references are the applicants’ close
firms are often leery to give out meaningful information
“sell me this pen”
-Guided interview
-Nondirected interview
-Behavior-based interview
-Situation-based interview
-Performance-based
performance based interview
using line personnel to do the training has all of the following advantages except:
-Their words carry more authority
-Builds stronger relationships between new hires and the sales manager
-Better communicates the exact expectations of the supervisor
-Frees up time for the sales manager
-They have better local knowledge of the
frees up time for the sales manager
best example of a centralized training format
-on-the-job training
-staff trainer at company headquarters
-using senior salespeople
-self-guided assignments
-online webinars led
staff trainer at company headquarters
smaller firms often turn to ___ to do the training because they lack resources for their own staff trainers.
-Decentralized trainers
-Internally promoted employees
-Sales managers
-Staff trainers
-Outside specialists
outside specialists
easiest, and least expensive form of motivation:
-a promotion to management
-increased commission rate
-a manager’s personal encouragement and praise -extrinsic rewards
-team-building retreats
managers personal encouragement and praise
Hank Rolands in Case 8-1 is a classic example of _____
salesperson that’s in the ____
stage.
-ambitious: decline
-plateaued; disengagement
-explorer; maintenance
-maintained; establishment disengaged; scenery
plateaued; disengagement
good sales compensation plan should…
-Be elaborate
-Control salespeople’s activities
-Be arbitrary
-Restrict choice
-Be a zero-sum
control people’s activities
majority of salespeople are compensated via:
-straight salary
-straight commission
-combination of salary and commission or bonus
-regressive or progressive rates
equity shares in the company
combination between salary and commission or bonus
orientation stages:
- production 2. sales 3. marketing 4. relationship
what orientation did the marketing concept first emerge?
marketing orientation
marketing concept defined:
identify and satisfy the needs and wants of your target market better than your competition
What is assessment center?
A selection tool where a company sets up an area to conduct a lengthy assessment of a candidate. it lasts about 1-3 days
Two other chapter 5 activities:
resumes and interviews
three steps of meeting objectives
Clarify- you understand the concerns
Address- the objections
Confirm- that the issue is no longer a concern
two dimensions of role stress
conflict and ambiguity
conflict
caught between demands of customers and what the company will allow
ambiguity
customers have unique sets of needs and the salespeople often don’t know what to do
math for hiring
applicant x %, cost / that first price
(multiple bottom two, take top number and divide bottom)
