Marketing
14th Edition
ISBN: 9781259924040
Author: Roger A. Kerin, Steven W. Hartley
Publisher: McGraw-Hill Education
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Chapter 20, Problem 6AMK
Summary Introduction
To discuss: Whether the company should switch to its own sales force.
Introduction:
Break-even analysis is where the company faces no loss or no gains.
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Discuss in detail the 3 primary types of objections customers typically raise:
1. Price objection: Customer believes quoted price is too high.
2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product.
3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson.
Type the correct answer in each box. Spell all words correctly.
Which term describes a business that gives users access to the Internet for monthly, quarterly, or yearly charges?
A(n) is a business that provides users the access to the Internet for monthly, quarterly, or yearly charges.
You are a supervisor in the marketing department. One of your employees works in an Assistant Analyst role. In his role he summarizes reports and studies for his boss, among other duties. His job is classified as professional and therefore is exempt from overtime. He tells you that he works long hours when new product campaigns are introduced and never gets paid overtime. He complains and tells you that he thinks his job should be non-exempt and he should be paid overtime. He said he will wait until you have a chance to check with HR before he decides if he's going to file a complaint with the Department of Labor.
What should HR do?
Define precisely what the problem is in terms of how it affects the company and your ability to be successful as a supervisor or HR person?
Chapter 20 Solutions
Marketing
Ch. 20.1 - Prob. 20.1LOCh. 20.1 - Prob. 20.1LRCh. 20.1 - Prob. 20.2LRCh. 20.1 - Prob. 1MMCh. 20.2 - Prob. 20.2LOCh. 20.2 - Prob. 20.3LRCh. 20.2 - Prob. 20.4LRCh. 20.3 - Prob. 20.3LOCh. 20.3 - Prob. 20.5LRCh. 20.3 - Prob. 20.6LR
Ch. 20.3 - Prob. 20.7LRCh. 20.4 - Prob. 20.4LOCh. 20.4 - Prob. 1MRDCh. 20.4 - Prob. 1MIAMCh. 20.4 - Prob. 20.8LRCh. 20.4 - Prob. 20.9LRCh. 20.4 - Prob. 20.10LRCh. 20 - Prob. 1AMKCh. 20 - Prob. 2AMKCh. 20 - Prob. 3AMKCh. 20 - Prob. 4AMKCh. 20 - Prob. 5AMKCh. 20 - Prob. 6AMKCh. 20 - Prob. 7AMKCh. 20 - Prob. 1BYMPCh. 20 - Prob. 2BYMPCh. 20 - Prob. 3BYMPCh. 20 - Prob. 4BYMPCh. 20 - Prob. 5BYMPCh. 20 - Prob. 1VCCh. 20 - Prob. 2VCCh. 20 - Prob. 3VC
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- You were promoted to district sales manager recently. You are now in-charge for the performance of thirty-five salespeople who call on industrial distributors in Florida, Chicago and Houston, selling mostly to independently operated hardware stores and franchises. Probably because you recently earned an MBA in Marketing, your national sales manager has asked you to create a program to encourage the company’s field salespeople in carrying out the CEO’s mandate for a total sales force customer relationship management (CRM) program to retain profitable business customers. Prepare a bulleted outline or executive summary of your proposed sales force empowerment program for submission to your national sales manager.arrow_forwardJane Dawson is a new sales representative for the Charles Schwab brokerage firm. In searching for clients, Jane purchased a mailing list of subscribers to The Wall Street Journal and called them all regarding their interest in discount brokerage services. She asked if they have any stocks and if they have a regular broker. Those people without a regular broker were asked their investment needs. Two days later, Jane called back with investment advice and asked if they would like to open an account. Identify each of Jane Dawson’s actions in terms of the personal selling processarrow_forwardPlease select the correct answer and explain all the option.arrow_forward
- Search in the internet and submit a written report (minimum three (3) pages) of an effective sales training program conducted by any company.arrow_forwardPlease answer in detail Name and discuss 3 primary types of objections customers typically raise: 1. Price objection: Customer believes quoted price is too high. 2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product. 3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson. Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization. In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product. Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections. Why?…arrow_forwardWhy might a sales budget that intentionally underestimates sales have a negative impact on the organization?arrow_forward
- What is the term for the process of examining the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales? a sales analysis sales organization effectiveness a sales audit an analysis of variance (ANOVA)arrow_forwardAll of the following statements are true about the "low-price" segment EXCEPT: This segment involves those customers who so strongly want a low price that they are willing to sacrifice some aspects of product quality. This segment will respond to feature-dependent discounts, such as a reduced- quality/reduced-price item - companies often sell these items under a different brand name or as a generic product. This segment will respond to periodic discounts and other devices that enable time to be used as a price-segmentation fence. All of the above statements are true about the "low-price" segment.arrow_forwardYour friend recently had an unpleasant experience at a local eatery where the service was poor and the food overpriced. In addition, she became ill with severe stomach cramps within hours of eating at the restaurant. She has drafted a scathing review and plans to post it on Yelp, accusing the restaurant of giving her food poisoning. She has asked you to look over her review before posting it. What would you say?arrow_forward
- A managed care organization’s (MCO) marketing manager reduced the MCO’s premium by 10 percent and saw a 20 percent increase in the number of subscribers. He then thought that if the premium were reduced by another 20 percent, he would see a 40 percent increase. What is your analysis of this reasoning? Please give a through answer!arrow_forwardSuppose your company has an e-commerce Website for selling different types of goods and services. Discuss the followings: Ethical concerns associated with storing and analyzing user data?arrow_forwardJust give the correct optionarrow_forward
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