Practical Management Science
6th Edition
ISBN: 9781337406659
Author: WINSTON, Wayne L.
Publisher: Cengage,
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Find and talk with someone employed in professional sales. Ask about and report on how this salesperson’s company designs its sales force and recruits, selects, trains, compensates, supervises, and evaluates its salespeople. Would you like to work as a salesperson for this company?
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- Based on the comment that “customers don’t want to be sold,” what should a salesperson do to sell to a customer?arrow_forwardHow does effective sales management contribute to building and maintaining customer relationships?arrow_forwardThink about going into the business of selling computer gear. You think that new college graduates are best suited to sell mainframes, supercomputers, or high-capacity storage systems. Why? What are the best reasons to work as a computer gear salesperson?arrow_forward
- How can private employment agencies assist in the recruitment and selection of salespeople? Who pays the fee charged by such agencies, the hiring company or the job candidate?arrow_forwardSuppose someone said to you, “The only real measure of a salesperson is the amount of sales produced.” How might you respond?arrow_forwardWhat core values should every salesperson possess? What is your opinion of the role of learning in sales?arrow_forward
- Discuss the key components of a sales force automation (SFA) system and its importance in improving sales processes.arrow_forwardWhat advantages does personal selling offer over types of promotion?arrow_forwardWhat are some unique challenges a sales representative encounters when trying to establish a customer connection. What areas and industries might have similar difficulties and situations?arrow_forward
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