MARKETING W/CONNECT >BI<
14th Edition
ISBN: 9781260586749
Author: Kerin
Publisher: MCG CUSTOM
expand_more
expand_more
format_list_bulleted
Question
Chapter 20, Problem 1AMK
Summary Introduction
To discuss: Person J’s action on personal selling process.
Introduction:
A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.
Expert Solution & Answer
Explanation of Solution
Given statement:
Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.
Actions in stages of personal selling process:
There are six stages in personal selling process are as follows:
- Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
- Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
- Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.
Want to see more full solutions like this?
Subscribe now to access step-by-step solutions to millions of textbook problems written by subject matter experts!
Students have asked these similar questions
Mr.Abdul is a sales manager of Oman Foods Company. Which one of the following is the best reason that makes him continuously focus on reviewing and evaluating sales performance?
a.
To determine how many calls a salesperson makes
b.
To complete sales performance reviews
c.
To adjust with changing customer needs and modify strategic sales program
d.
To adapt pricing changes
1. 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
10-
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 structure
Chapter 20 Solutions
MARKETING W/CONNECT >BI<
Ch. 20.1 - Prob. 20.1LOCh. 20.1 - Prob. 20.1LRCh. 20.1 - Prob. 20.2LRCh. 20.1 - Prob. 1MMCh. 20.2 - Prob. 20.2LOCh. 20.2 - Prob. 20.3LRCh. 20.2 - Prob. 20.4LRCh. 20.3 - Prob. 20.3LOCh. 20.3 - Prob. 20.5LRCh. 20.3 - Prob. 20.6LR
Ch. 20.3 - Prob. 20.7LRCh. 20.4 - Prob. 20.4LOCh. 20.4 - Prob. 1MRDCh. 20.4 - Prob. 1MIAMCh. 20.4 - Prob. 20.8LRCh. 20.4 - Prob. 20.9LRCh. 20.4 - Prob. 20.10LRCh. 20 - Prob. 1AMKCh. 20 - Prob. 2AMKCh. 20 - Prob. 3AMKCh. 20 - Prob. 4AMKCh. 20 - Prob. 5AMKCh. 20 - Prob. 6AMKCh. 20 - Prob. 7AMKCh. 20 - Prob. 1BYMPCh. 20 - Prob. 2BYMPCh. 20 - Prob. 3BYMPCh. 20 - Prob. 4BYMPCh. 20 - Prob. 5BYMPCh. 20 - Prob. 1VCCh. 20 - Prob. 2VCCh. 20 - Prob. 3VC
Knowledge Booster
Similar questions
- Suppose menu messageQ&A notifications account_circle Business FinanceQ&A LibraryYou have just been employed as the New chief executive officer of a medium sized company that is listed on the Ghana stock exchange. At the maiden board meeting,the chairman advised you and your management team to avoid what he termed as "Agency Problem" Explain the term "agency proAm blem " and identify (4) way by which shareholders can deal with it. You have just been employed as the New chief executive officer of a medium sized company that is listed on the Ghana stock exchange. At the maiden board meeting,the chairman advised you and your management team to avoid what he termed as "Agency Problem" Explain the term "agency proAm blem " and identify (4) way by which shareholders can deal with it.…arrow_forwardWhich one of the following options is not an objective of Personal selling? a. Preparing good presentations b. Calling the prospects via telephone c. Distinguish the various phase of selling process. d. Know how to deal with buyerarrow_forwardWhich one of the following options is not an objective of Personal selling? a. Preparing good presentations b. Know how to deal with buyer c. Distinguish the various phases of the selling process. d. Calling the prospects via telephonearrow_forward
- Please do not give solution in image format thanku What were the challenges AARP was facing? What was the approach for a potential solution? What were the results obtained in the short term, and what were the future plans?arrow_forwardThe point when the seller asks the prospect to agree and make the purchase is called: Select one: a. Closing the sale b. Follow up c. Preparing for sales meeting d. Making initial contactarrow_forwardMATCH THE FOLLOWING 1. newspapers 2. direct mail 3. advertorial 4. radio 5 DIRECTORIES 6 BILLBOARDS 7 MAILING LISTS 8 COLLATERAL MATERAILS 9. media measuring services 10. advertising timing patterns 11. advertising strategies 12. the Internet three types include g A three types include trade, hotel, and general "B We'll leave the light on for you." C last-minute changes are easier to make D easy to target, test and measure E paid advertising that appears to be an editorial F three types include general, commercial, and house G cut-outs, inflatables h. Arbitron, Nielsen, Traffic Audit Bureauarrow_forward
- Which of the following are legitimate reasons for manufacturing businesses to consider selling through manufacturer representatives rather than deploying their own sales force? a. Manufacturing reps typically reduce the firm’s selling costs because they work on a straight commission basis and don't receive company benefits (like retirement and health plans). b. Maintaining a national sales force is often too expensive for the coverage needed. c. Manufacturing reps are typically seasoned professional salespeople with excellent knowledge of the products they sell and the sales territory they cover. d. All of the above.arrow_forwardJane Dawson is a new sales representative for the Charles Schwab brokerage firm. In searching for clients, Jane purchased a mailing list of subscribers to The Wall Street Journal and called them all regarding their interest in discount brokerage services. She asked if they have any stocks and if they have a regular broker. Those people without a regular broker were asked their investment needs. Two days later, Jane called back with investment advice and asked if they would like to open an account. Identify each of Jane Dawson’s actions in terms of the personal selling processarrow_forwardYou work for a company that manufactures large appliances, like refrigerators andstoves. In an effort to move your product, you offer a hundred dollars to any retailsalesperson who can sell 10 of your appliances in a week. This is an example ofa/an A.sweepstakes. B.slotting fee. C.allowance. D.incentive.arrow_forward
- How To Build A Menswear Brand – An Interview With Owen & Fred Owen & Fred was a company founded by Mike Arnot after he realised that high-quality yet affordable American-made men’s accessories were not available in the market. So, what? Make your own. Mike then went on to create an e-commerce business that curates great products and help others like him do the same. What They Did To SucceedRepeat orders make up 35% of Owen & Fred’s revenue. In their industry, that’s incredible. Almost unbelievable. That’s because of Owen & Fred values and prizes their customers. They made their products, their marketing campaigns and the entire customer experience amazing. They even received a compliment from one of their customers: “never purchased from a company that actually delivered a product that amazing.” Key TakeawayEven if you’re an e-commerce store that does drop-shipping or product curation, you still have to ensure that your product(s) is amazing. An amazing product makes…arrow_forwardDescribe any services listed that enable you to make a call without paying for it yourself. What help does the directory offer in guiding telephone users on how to make international calls? Briefly describe some of the information contained within the directory, apart from telephone listings, and explain how useful the information you have researched is to businesses in particular. Registered telephone customers are listed in alphabetical order. Prove this is a true statement. To what extent would you agree that the order of listing in the telephone directory could be useful to someone trying to decide the order in which to place items in a filing system?arrow_forwardWrite an informal report based on the text below: Your company, an apparel specialty store chain, has a relatively large number of salespeople. However, management isn't satisfied with the way the company evaluates the individual performance of sales associates. One controversial method involves filming sales transactions. Management finds this intriguing, but you believe the sales staff may find it intrusive. What other methods are used? Select companies similar to yours to determine what they are doing. What are the pros and cons of each? In your view, which method(s) would be best for your company?arrow_forward
arrow_back_ios
SEE MORE QUESTIONS
arrow_forward_ios
Recommended textbooks for you
- Principles Of MarketingMarketingISBN:9780134492513Author:Kotler, Philip, Armstrong, Gary (gary M.)Publisher:Pearson Higher Education,MarketingMarketingISBN:9781259924040Author:Roger A. Kerin, Steven W. HartleyPublisher:McGraw-Hill EducationFoundations of Business (MindTap Course List)MarketingISBN:9781337386920Author:William M. Pride, Robert J. Hughes, Jack R. KapoorPublisher:Cengage Learning
- Marketing: An Introduction (13th Edition)MarketingISBN:9780134149530Author:Gary Armstrong, Philip KotlerPublisher:PEARSONContemporary MarketingMarketingISBN:9780357033777Author:Louis E. Boone, David L. KurtzPublisher:Cengage Learning
Principles Of Marketing
Marketing
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Pearson Higher Education,
Marketing
Marketing
ISBN:9781259924040
Author:Roger A. Kerin, Steven W. Hartley
Publisher:McGraw-Hill Education
Foundations of Business (MindTap Course List)
Marketing
ISBN:9781337386920
Author:William M. Pride, Robert J. Hughes, Jack R. Kapoor
Publisher:Cengage Learning
Marketing: An Introduction (13th Edition)
Marketing
ISBN:9780134149530
Author:Gary Armstrong, Philip Kotler
Publisher:PEARSON
Contemporary Marketing
Marketing
ISBN:9780357033777
Author:Louis E. Boone, David L. Kurtz
Publisher:Cengage Learning