Marketing
14th Edition
ISBN: 9781259924040
Author: Roger A. Kerin, Steven W. Hartley
Publisher: McGraw-Hill Education
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Question
Chapter 20, Problem 4AMK
a)
Summary Introduction
To recommend: The sales compensation plan and the reason for the recommendation.
Introduction:
Employee compensation plan refers to the collective of all the components in addition to the compensation is made and the purpose for the compensation is also mentioned.
b)
Summary Introduction
To recommend: The sales compensation plan and the reason for the recommendation.
Introduction:
Employee compensation plan refers to the collective of all the components in addition to the compensation is made and the purpose for the compensation is also mentioned.
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Students have asked these similar questions
You have joined an organization in the month of May of the year as a Marketing Manager. Your responsibilities would include managing a sales team having 5 members of sales executives in the team.
List a few recommended steps for conducting productive performance reviews.
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
Name and discuss 3 primary types of objections customers typically raise:
1. Price objection: Customer believes quoted price is too high.
2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product.
3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson.
Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization.
In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product.
Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections. Why? Please be mindful to use…
Chapter 20 Solutions
Marketing
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
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