Mkt 440 Exam 1 | Actual study |
Questions and Answers
• Outside sales force - ANSW-Salespeople call on customers in-person (where the customers work or
live)
• Our focus is on business-to-business- outside sales force
Across-the-counter sales force - ANSW-Salespeople are visited by customers (i.e., customers come to
where the salespeople work - such as in retail)
Inside sales force (or telemarketing) - ANSW-Salespeople reach out to/call on customers by phone
• E-commerce - ANSW-Customers are reached via the internet (e.g., through the firm's website)
• An alternative way to reach customers - but is not a sales force
1- Consumption B2B - ANSW-example
(product is consumed
or used up until no
longer needed)
company buys a printer from xerox
Incorporation b2b - ANSW-product is integrated
into buyer's product)
Owens Illinois selling
custom-fit windshields
to Ford for its Mustang
Resale - ANSW-example
(product is
resold as is)
P&G selling Tide laundry
detergent to Walmart
B2C consumption - ANSW-Consumption
example
(product is consumed
or used up until no
longer needed)
State Farm Insurance
selling auto insurance to
a recent college grad
Marketing Mix - ANSW-Product, Price, Place, Promotion
Promotional Mix - ANSW-Advertising
, • Sales promotion
• Publicity / Public relations
• Personal Selling
Transaction Selling - ANSW-• Get new accounts
• Get the order
• Cut the price to get the sale
• Manage all accounts to
maximize short-term sales
• Sell to anyone
Relationship Selling - ANSW-Retain existing accounts
• Become the preferred supplier
• Price for buyer and seller profit
• Manage all accounts with a focus
on long-term mutual benefit
• Concentrate on select accounts
Six Categories Of Today's Sales Jobs (Salespeople) - ANSW-Consultative seller
2. Key account seller
3. New business seller
4. Sales support
5. Missionary seller
6. Delivery seller
Salespeople tend to experience Role Stress,
which consists of these two dimensions: - ANSW-• Role Conflict
what the company wants vrs what they offer
Role ambiguity
• Because each customer
has a unique set of needs,
salespeople often face
new situations in which
they don't know what to
What is the most important factor to
customers when selecting a sales force? - ANSW-More than anything else, customers
want their salespeople to provide
service that solves problems and
responds to their needs.
Sales Management
Questions and Answers
• Outside sales force - ANSW-Salespeople call on customers in-person (where the customers work or
live)
• Our focus is on business-to-business- outside sales force
Across-the-counter sales force - ANSW-Salespeople are visited by customers (i.e., customers come to
where the salespeople work - such as in retail)
Inside sales force (or telemarketing) - ANSW-Salespeople reach out to/call on customers by phone
• E-commerce - ANSW-Customers are reached via the internet (e.g., through the firm's website)
• An alternative way to reach customers - but is not a sales force
1- Consumption B2B - ANSW-example
(product is consumed
or used up until no
longer needed)
company buys a printer from xerox
Incorporation b2b - ANSW-product is integrated
into buyer's product)
Owens Illinois selling
custom-fit windshields
to Ford for its Mustang
Resale - ANSW-example
(product is
resold as is)
P&G selling Tide laundry
detergent to Walmart
B2C consumption - ANSW-Consumption
example
(product is consumed
or used up until no
longer needed)
State Farm Insurance
selling auto insurance to
a recent college grad
Marketing Mix - ANSW-Product, Price, Place, Promotion
Promotional Mix - ANSW-Advertising
, • Sales promotion
• Publicity / Public relations
• Personal Selling
Transaction Selling - ANSW-• Get new accounts
• Get the order
• Cut the price to get the sale
• Manage all accounts to
maximize short-term sales
• Sell to anyone
Relationship Selling - ANSW-Retain existing accounts
• Become the preferred supplier
• Price for buyer and seller profit
• Manage all accounts with a focus
on long-term mutual benefit
• Concentrate on select accounts
Six Categories Of Today's Sales Jobs (Salespeople) - ANSW-Consultative seller
2. Key account seller
3. New business seller
4. Sales support
5. Missionary seller
6. Delivery seller
Salespeople tend to experience Role Stress,
which consists of these two dimensions: - ANSW-• Role Conflict
what the company wants vrs what they offer
Role ambiguity
• Because each customer
has a unique set of needs,
salespeople often face
new situations in which
they don't know what to
What is the most important factor to
customers when selecting a sales force? - ANSW-More than anything else, customers
want their salespeople to provide
service that solves problems and
responds to their needs.
Sales Management
