Bus 297 – Quiz # 1 Review
In preparation for the upcoming quiz, focus your review on the following topics in the textbook. This is a closed book and note quiz. The quiz will be taking on Canvas, be sure you have installed browser lockdown. This is a timed quiz with 45 minutes to complete.
Chapter 2: * Types of sales jobs * Salespeople who focus on gaining new customers called hunters or pioneers. * Order-takers this category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response …show more content…
Defining strategic business units * 4. Setting objectives and resource allocations for each strategic business unit.
* Definition of strategic business unit * The basic purpose is to divide the corporation into parts to facilitate strategic analysis and planning. An SBU is a designated unit within a corporation that operates like an individual business. SBUs typically consist of a single product or line of related products marketed to defined market segments.
* Objectives for the SBU and sales organization – Exhibit 3.2 * SBU Objective * Build Market share * Hold Market Share * Harvest Market Share * Divest/Liquidate Market Share * Sales Organization Objective: * Inc Sales Vol. expand Distribution * Maintain Sales Vol. * Reduce Selling cost and target profitable accounts * Minimize Selling cost and clear out inventory * Customer relationship management (CRM) * CRM is a strategy resulting in developing the most appropriate relationship with a customer, a process that is supported by technology and that may not necessarily yield deep or strategic partnerships with all customers.
* Marketing mix and personal selling * One of the most difficult challenges facing the marketing strategist is making sure that decisions concerning the product, distribution, price, and marketing communications areas result
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Customer relationship management (CRM) is a model for helping the company manages its interactions with current and future customers. CRM software helps the company organize, automate, and synchronize sales, marketing, customer service, and technical support.
Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.
CRM is a process that turns the customer’s data into customers’ loyalty through activities which is collecting customers’ data, analysing customer data and identify target customers, developing CRM through programs and implement CRM programs.
I would like to start off my paper by briefly describing the criteria identified for assessing salespersons effectiveness, and how the sales managers ally these criteria to the sales performance evaluations. The three criteria that are used include; outcome based measures, professional development measures and behavior based measures.
Marketing organizations provide their sales staff with large amounts of sales support including brochures, research reports, computer programs and many other forms of informational material. Personal selling stimulates demand. Sales professional role is to convince customers to make a purchase. Finally personal selling is used to reinforce the brand. Most personal selling is intended to build long-term relationships with customers. A strong relationship can only be built over time and requires regular communication with a customer. Meeting with customers on a regular basis allows salespeople to repeatedly discuss their company’s products and by doing so helps strengthen customers’ knowledge of what the company has to offer [www.marketingpower.com].
CRM is an acronym for customer relationship management, and the software products are designed to improving customer satisfaction. Broadly, a CRM provides software that allows a business to track customer relations, trends, and transactions that determine effectiveness of sales campaigns
Every company needs to increase its sales efforts if it wants to continue to be business, this considered as a primary objective of a promotion for any business.
Customer Relationship Management (CRM) may be methodology} that supports degree organization’s decision-making method to retain long-term and profitable relationships with its customers. Some define CRM as simply a business strategy whereas others define it as a data-driven approach to assess customers’ current desires and gain
The second proposition suggests CRM refers to the collection of data and activities. Implementation of CRM solutions require firms to have customer relational orientation. P2: “The field of CRM has begun to converge on a common definition” . CRM represents evolution beyond existing ideas and it requires integration across different functions. The concept of CRM solutions creating simultaneous value for both customer and firm, and CRM relates to strategy and intelligent use of technology gives us viewpoint of the proposition three.P3: “Companies have developed proven CRM practices that enhance firm performance.”
While millions of people can easily be seen as holding sales jobs, the promotional techniques used in selling are also part of the day-to-day activities of many who are usually not directly associated with selling. For instance, top corporate executives whose job title is CEO or COO are continually selling their company to major customers, stock investors, government officials and many other stakeholders. The techniques they employ to gain benefits for their company are the same used by the front-line salesperson to sell to a small customer. Consequently, our discussion of the promotional value of personal selling has implications beyond marketing and sales departments.
However, sales management is related with the procedure of promoting customers to exchange their funds for specific goods and services but it also include various other activities in which one that is most significant is adoption of different methods and techniques to optimize sales personnel performance
Approaching, this is the third step where by a sales professional comes into contact with prospects face to face, in this stage sales man should put up effort in order to catch prospect attention on product. In this there is the existence of direct interaction and hence sales professional is in position to acquire more customers as possible, the main objectives in this stage is persuading and getting customer attention on the product he/she brought to him. Thus a successful approach stimulates more sale for profit maximization. There are different methods of approach in selling the products some includes customer benefit approach, small gifts, stock approach.
CRM is about the implementation of a specific technology solution project CRM is the implementation of an integrated series of customer-oriented technology solutions CRM is a holistic strategic approach to managing customer relationships in order to create