Final Class Flashcards
1
Q
types of personal selling positions
A
order takers: cash register
order getters: ex boeing aerospace
2
Q
what salespeople do on the job
A
.
3
Q
managing the sales function
A
.
4
Q
personal selling and IMC
A
.
5
Q
process of selling
A
generate lead qualify leads approach prensentation develop/propose solutions handle objections close follow up
6
Q
scarcity
A
when something is scarce you want it because you can’t have it
7
Q
reciprocity
A
talking about the most expensive thing then the person feels obligated to purchase when the person is giving them a deal
8
Q
SF organization
A
geographic -
customer type - people dedicated to different types of customers
product type - people dedicated to certain products
9
Q
SF sizing
A
rule - feet on the street = sales
talk to your clients
10
Q
activity based sizing
A
- salesperson time, in hours per year, required for each task
- total # of accounts in the entire segment % of accounts to reach per year
- total hrs/yr of salesperson time:(hrs/yr/account x # accounts)
Hrs/yr each rep can work on sales calls
11
Q
IMC strategy
A
look at slide
