Understand the answer to the question, "Are good salespeople born or made?" (give your own opinion) •Define the characteristics of successful salespeople •Explain the role of sales aptitude in sales performance
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- Describe the Salesforce composite method?Q: What role has technology played in the evolution of the salesperson? and how do the situational variables of industry location and culture influences sales force activities?How do you respond to this situation? * What do you tell your salespeople? * Prepare a list of things you will discuss in a meeting with your salespeople to deal with the issue. *
- What are some potential drawbacks or risks associated with using sales promotion?Explain (with examples) why sales promotion works well for Routine Buying Decisions but personal selling and print ads work better for Complex/Extensive Buying DecisionsWhat role should a sales force play in the marketing communicationsplan? how should direct marketing be used?
- Imagine that you are a salesperson for one of your favorite products. Identify your product then write the seven steps you will follow in selling your product or product line. Be sure to thoroughly explain and include specific details for each step, such as the characteristics you’re looking for in prospective customers, a list of possible objections you may have to overcome, and the methods and tools you’ll use at each step.WHICH IS IMPORTANT: MANAGE THE SALES PROCESS OR MANAGE THE SALES RESULTS? EXPLAIN BRIEFLY.•Recognize key drivers of change in selling and sales management. •Understand best practices in selling. •Explain historical basis for stereotypical views of selling. •Outline stages in organizational buyer decision making.
- How would you simple but detailed describe to someone unfamiliar with marketing what marketing is? Compare and contrast Marketing with selling, promotion, and Advertising.What types of promotion vehicles (direct marketing, events, radio, television, etc.) that are effective in persuading consumers to purchase something, or take some other action?