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- 5- Which one of the following options is NOT a function of a sales manager? a. Selection of the sales force. b. Motivating the sales force c. Training the sales force d. Paying the salaries of the sales force.1. Many of us are not comfortable selling or don’t think we would be a good sales person. Find a video on a sales technique or process that they are comfortable with and would believe in. Provide the link to the video and write a 1-2 paragraph overview of the video and tell why you liked this sales technique.5- Which is not suitable in establishing a salesforce structure? a. Product sales force structure b. Customer sales force structure c. Lifestyle sales force structure d. Territorial sales force structure
- 12- Why the salesperson must be skilled at listening and understanding responses of a prospect? a. To access prospects needs b. To gain background information c. To assess the prospect d. To present the product1. Discuss the Roles salespeople perform that contribute to the success of the sales organizations. Be sure to list and discuss at least Four roles - Few statements are needed for each role and present them in bullet points format. 2. As a sales manager, what are the skills you would expect your salespeople to possess - List three skills and elaborate.MedTronic: Personal Selling and Sales Promotion 1. DeMarino discovered that a new cardiac surgeon had arrived at the hospital and that a Medtronic competitor's contract was expiring. As one of the first steps, he began a process to acquire the business. This information gathering process is known as the ___________________. a. pre-sales presentation b. qualification process c. approach d. the knowledge acquisition phase e. lead generation phase 2. During the knowledge acquisition phase, the company’s salespeople or other members of the sales department gather materials about the prospect. In the case of DeMarino, which of the following factors loomed as the largest barrier to making the sale to the hospital? a. Identifying the prospect’s needs b. Identifying the decision makers and influencers c. Understanding and evaluating the risk factors and costs in switching vendors d. Obtaining data on the hospital’s prior purchasing patterns e. Understanding the prospect’s business. 3. Sales…
- MedTronic: Personal Selling and Sales Promotion 1. DeMarino discovered that a new cardiac surgeon had arrived at the hospital and that a Medtronic competitor's contract was expiring. As one of the first steps, he began a process to acquire the business. This information gathering process is known as the ___________________. a. pre-sales presentation b. qualification process c. approach d. the knowledge acquisition phase e. lead generation phase 2. During the knowledge acquisition phase, the company's salespeople or other members of the sales department gather materials about the prospect. In the case of DeMarino, which of the following factors loomed as the largest barrier to making the sale to the hospital? a. Identifying the prospect's needs b. Identifying the decision makers and influencers c. Understanding and evaluating the risk factors and costs in switching vendors d. Obtaining data on the hospital's prior purchasing patterns e. Understanding the prospect's business.15- ____________ can be described as the systematic attempt to identify, understand, and transfer good selling practices to sales personnel. a. Sales force b. Sales training c. Sales analysis d. Sales meeting15- Which one of the following options is not a function of a sales manager? a. Motivating the sales force b. Paying the salaries of the sales force. c. Training the sales force d. Selection of the sales force.
- 3- Salespeople are no longer called salesmen, instead they are now called all the following names except __________. a. Sales professor b. Insurance consultant c. Sales associate d. Marketing executive10- Sales organization consists of human beings or persons working together to effectively market products manufactured by the firm or the products purchased for resale. From the following, analyze the statement which is not relevant to the sales organization. a. A sales organization has a number of departments b. Systematic execution of plans is not possible in a sales organization c. It is a foundation for effective sales planning and sales policies d. It has a planned and well-coordinated structure1. It is form of performance standard which includes the behavioral part of the salesforce, such as handling customer relation problem. * a. Customer relations b. Non-qualitative performance standards c. Qualitative performance standard d. Quantitative performance standard 2. Mary hopes to sell 10,000 pieces of chrysanthemum last November but she was able to sell 15,000 chrysanthemum. Her chrysanthemum is sold at 20 pesos each. Her total expenses was 150,000, hence, cost per unit is 15.00. What was her sales volume variance? * a. 15,000 b. 25,000 c. 75,000 d. 100,000