Session 2
Sales people who focus on gaining new customers are often referred to as
Hunters
What is a simple sales organization structure?
When selling effort is considered to be more important than selling skill, the salesforce should be
Generalized
Rewards that are given in return for acceptable performance or effort
Behavior based perspective to evaluating and controlling salespersons performance
assessment of salespersons characteristics
New customers may be turned over to account servicing salespeople referred to as
Farmers
Idea that states if individuals can concentrate on a limited number of activities, they can become experts on those tasks
Specialization
When sales management wants to focus on specific skills within each selling contact, the salesforce should be
Specialized
Biggest disadvantage of a straight salary compensation plan
Little financial incentive to perform past a merely acceptable level
ranking method
Salespeople who support the sales effort by providing information and performing over supplemental services
missionary sales people
The degree to which important decisions and tasks are perfumed at higher levels in the management hierarchy
Centralization
When the firm offers a complex range of products and customers have different needs..... this salesforce is required
Product market specialized
company that is in a growing market and wats to build market share is most likely to comp their sales people in this way
Straight commission or big commission portion of total pay
When a company has both transactional and consultative customers, which one is recommended?
Migrate transactional accounts to marketing and online/low cost channels
View of personal selling that is the LEAST focused on the buyers needs
Stimulus Response
This structure facilitates decision making in the field and encourages the development of relationships with customers
Decentralized
Descions regarding the allocation of selling effort, salesforce size, and design of territories are referred to as
Salesforce Deployment
When it is difficult for the salesperson to secure the first order from the customer, but reorders are virtually automatic, this form of commission rate would be appropriate
Regressive
Case that discusses territory managment and quota setting?
Clearion software and Garrik Oil
Four mental states occur in this order:
The number of individuals that report to each sales manager is known as...
Span of control
a company may want to _____ the salesforce in situations where they need salespeople quickly, for short periods of time, for smaller customers, but they do not want to hire additional salespeople
outsource
Assessment technique that involves performance assessment from multiple raters including sales manager, internal and external customers, team members, and even one self
360 degree feedback
What is sandbagging?
Salespeople would conceal sales opportunities and downplay their sales expectations to get a small quota so that they can easily surpass it