Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is

Related MCQs

• John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
• The sales force can play a central role in achieving a marketing orientation strategy, by
• Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force.
• The salesperson gives the description of the product, showing how the product will make or save the money for the buyer, need satisfaction approach, concentrate on customer benefits, requirement of good listening and problem solving-skills, demonstration aids is ________________________________step of personal marketing.
• A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is
• Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales.
• Sales management is the ………………….of sales staff, and the tracking and reporting of the company’s sales.
• Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
• The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.
• A sales force organization under which salespeople sells their product only to the certain customers or industries is