Assume you sell plumbing supplies via a distributor that sells to retailers: What can you, as the manufacturer’s sales representative, do to shorten the distributor’s sales cycle? To improve its conversions (changes or adaptations)? Now, assume you are the distributor and you have five salespeople working for you. Two call on plumbing companies and large construction companies at job sites, whereas the other three work as salespeople in your warehouse to handle walk-in customers. a) What can you do with marketing to shorten the sales cycle of each group? b) How might your efforts affect the performance of each group differently? (i.e. how are the 2 salespeople for the plumbing companies and large construction companies (performance) affected by your marketing, and how are the other three who work as salespeople in your warehouse (performance) affected by the marketing you did in part a). Answer for this question must be least 2-3 paragraphs long, answering ALL questions asked. Your answer much show clear knowledge and understanding of the material for maximum points.

Assume you sell plumbing supplies via a distributor that sells to retailers: What can you, as the manufacturer’s sales representative, do to shorten the distributor’s sales cycle? To improve its conversions (changes or adaptations)? Now, assume you are the distributor and you have five salespeople working for you. Two call on plumbing companies and large construction companies at job sites, whereas the other three work as salespeople in your warehouse to handle walk-in customers. a) What can you do with marketing to shorten the sales cycle of each group? b) How might your efforts affect the performance of each group differently? (i.e. how are the 2 salespeople for the plumbing companies and large construction companies (performance) affected by your marketing, and how are the other three who work as salespeople in your warehouse (performance) affected by the marketing you did in part a). Answer for this question must be least 2-3 paragraphs long, answering ALL questions asked. Your answer much show clear knowledge and understanding of the material for maximum points.

Marketing

20th Edition

ISBN:9780357033791

Author:Pride, William M

Publisher:Pride, William M

Chapter18: Personal Selling And Sales Promotion

Section: Chapter Questions

Problem 12DRQ

See similar textbooks

Similar questions

Based on the comment that “customers don’t want to be sold,” what should a salesperson do to sell to a customer?
You are a salesperson for "Mr. Coffee"...your business is supplying offices and businesses with coffee makers (regular and single use), coffee, tea and supplies. You are visiting a potential new customer, Wilson Sales Ltd., who is having problems with their current supplier of coffee (a competitor of yours called Coffee Unlimited). Because of the current supplier, Wilson Sales Ltd. often runs out of coffee, sometimes the machines break down, employees & guests wait a long time...what are 2 each of Situation, Problem, Implication & Need-Payoff questions that you can ask?
Suppose the president of a carpet manufacturing firm has asked you to look into the possibility of bypassing the firm's wholesalers (who sell to carpet, department, and furniture stores) and selling direct to these stores. 'What caution would you voice on this matter, and what type of information would you gather before making this decision?
An area that proves to be challenging for salespeople is that of closing the sale. Salespeople may use either a direct method of asking for the sale or various indirect methods. Which in your view, direct or indirect, is the more effective method and why?
Which of the following is NOT one of the ways retailers help get products to the customers? a. Retailers increase the variety of choices available to the consumer. b. Retailers provide efficiency and effectiveness to keep products at or below the “manufacturer’s suggested retail price.” c. Retailers provide moving, sorting and handling goods as they become specialists in this area. d. Retailers reduce the number of transactions for manufacturers
5) Plastical Company is a manufacturer of plastic box that are used by Sally's Beauty to contain its' cosmetic product. In this instance, Plastical Company acts as a A) retailer B) marketing intermediary C) customer D) media E) supplier
Your company’s national sales manager has mandated that each salesperson must undergo training upon initially being hired and retraining every two years after that. You are very skeptical about training being of much value for seasoned salespeople who are performing well, and it’s frustrating and costly in terms of lost sales to pull them out of their territories for centralized training. Therefore, you’ve decided to do all the training of your experienced salespeople online via e-learning on your company’s intranet, so your salespeople can complete the programs on their own time after their normal working hours. You’ve heard that it’s best for the salespeople to interact with and learn from each other in their training, so you’ve encouraged the salespeople to contact each other to share perspectives. With the training budget money saved, you hold a party for all the salespeople who complete the e-learning on time and give special awards to those who score highest. In the first…
It is indispensable that salespeople thoroughly understand their potential customers' wants and needs and at the same time efficiently communicate the benefits of the products and services of their company offers. Determine the Sales training program content that you would recommend to your Sales Director for your annual sales training conference to enable you achieve your sales objectives.
Salespeople play three primary roles. What are they? You must name all 3 correctly a) b) c)
3. If an artist is selling his artwork through his online website, then what type of selling does it come under Select one:a. Hybrid Selling b. Direct Selling c. Indirect Selling
Which of these retail store personnel is in charge of deciding and organizing the available selling areas in the store? a. Buyers b. Merchandiser c. Quality controllers d. Space planner
The role of marketing distribution is to facilitate the production of products without direct customer feedback to help a company develop a direct channel selling system to buy small quantities of products from producers and break them down into narrow assortments for customers to increase the amount of work that must be done by producers and consumers to transform the assortments of products made by producers into the assortments wanted by consumers E O O O O