Bundle: Contemporary Marketing, Loose-Leaf Version, 17th + LMS Integrated MindTapV2.0 Contemporary Marketing, 1 term (6 months) Printed Access Card
17th Edition
ISBN: 9781337493819
Author: BOONE, Louis E., Kurtz, David L.
Publisher: Cengage Learning
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Chapter 17, Problem 4CTE
Summary Introduction
To discuss: The reason why selection and recruitment stages of hiring process are the greatest challenges of the sales manager.
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Competing with hundreds of applicants for an interviewto secure a marketing job can be stressful and frustrating.How do you personally cope with and overcome the continuous rejection and the prospect of being unemployed?
How can private employment agencies assist in the recruitment and selection of salespeople? Who pays the fee charged by such agencies, the hiring company or the job candidate?
Are most sales forces motivated/compensated to maximize revenues or profits? If you were designing a motivation/compensation system for a sales force, what would be its key components? Why?
Chapter 17 Solutions
Bundle: Contemporary Marketing, Loose-Leaf Version, 17th + LMS Integrated MindTapV2.0 Contemporary Marketing, 1 term (6 months) Printed Access Card
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- How can a company measure the success of its PR campaigns?arrow_forwardWhat is the relationship between job qualifications and a company’s personal selling approach?arrow_forwardList and discuss the three types of sales presentation discussed in Chapter 5. Imagine you have recently been employed as a Sales Consultant for a Prestigious Fashion Company located in downtown Atlanta. During the weekly morning huddles, your manager observed that you are always the first of the team members to join the meeting, and you always appear very enthusiastic. She also realized the level of interest you exhibit, as you often volunteer with suggestions and ask relevant questions pertaining to ways to increase sales and promote customers’ retention. After one of the huddles, your boss asked you to be the speaker for an upcoming sales presentation to an audience of 120 elite women prospects, who have expressed great interest for the new line of women’ sneakers. Discuss which of the 3 presentation types you will use. Why? ] Please note, that responses must include relevant personal selling concepts to support the claim for presentation type. Quote Professional selling 1st…arrow_forward
- You have been given the task of recruiting a sales person for a new product line that your company wishes to sell. Using elements of the Selling Philosophy as your guide, write a job description for this sales person.arrow_forwardYou were recently hired as a new sales manager and are about to conduct your first evaluations of individual salespeople. You have called a sales staff meeting to explain what you plan to do. How would you plan to use salesperson job satisfaction in your evaluations?arrow_forwardWhat are some common PR tactics and techniques that companies use to generate positive publicity?arrow_forward
- How can a sales Manager reward a Sales Team to increase profitability for the organization.arrow_forwardWhy is it important to have excellent customer service for your customers? in what ways can employers empower their salespeople to provide excellent customer service?arrow_forwardHow do situational factors affect sales leadership? What are the best practices that sales managers can follow to create an effective salesforce? What is the difference between management and leadership of a salesforce?arrow_forward
- Assume that you are a sales manager for a newly established organization. What would be your suggestion of training areas that would add value to newly recruited sales force? Why?arrow_forwardWhat are the common categories of sales support personnel?arrow_forwardTo enhance salesforce socialization, recruitment and selection should ensure realism and congruence. How can this be accomplished?arrow_forward
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