Marketing
14th Edition
ISBN: 9781259924040
Author: Roger A. Kerin, Steven W. Hartley
Publisher: McGraw-Hill Education
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Chapter 20, Problem 2AMK
Summary Introduction
To discuss: Whether the present sales force structure is appropriate or tan alternative is required.
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For the first 50 years of business, the JohnsonCarpet Company produced carpets for residential use. The salesforce was structured geographically. In the past five years, a largepercentage of carpet sales have been to industrial users, hospitals, schools, and architects.The company also has broadened its productline to include area rugs, Oriental carpets, andwall-to-wall carpeting. Is the present salesforcestructure appropriate, or would you recommendan alternative?
For the first so years of business, the J ohnson Carpet Company produced carpets for residential use. The salesforce was structured geographically. In the past five years, a large percentage of carpet sales have been to industrial users, hospitals, schools, and architects. The company also has broadened its product line to include area rugs, Oriental carpets, and wall-to-wall carpeting. Is the present salesforce structure appropriate, or would you recommend an alternative?
list and describe the seven (7) steps of the Sales Process in relation to a car dealership. You are also expected to incorporate some critical analysis of these steps with questions, comparisons or even examples.
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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- list and describe the seven (7) steps of the Sales Process. You are also expected to incorporate some critical analysis of these steps with questions, comparisons or even examples.arrow_forwardCritical Thinking In general, professional selling has evolved from hard selling to relationship selling. Do some organizations still use the hard-sell style? If so, explain. What do you think the future holds for these organizations? Will the hard sell continue to succeed; that is, are there instances in which transactional selling is still appropriate? If so, when?arrow_forwardList and discuss the three types of sales presentation. Please use "Professional Selling" by Shane Hunt, George Deitz, and John Hansen.arrow_forward
- During the preapproach stage of the selling process, a salesperson should: Question 14 options: a) learn as much as possible about a prospect's organization and its buyers. b) create point-of-purchase displays. c) handle price objections and close the sale. d) provide information about various referrals and discounts available.arrow_forwardWHICH IS IMPORTANT: MANAGE THE SALES PROCESS OR MANAGE THE SALES RESULTS? EXPLAIN BRIEFLY.arrow_forwardDescribe the types of data/information stored in Salesforce, how is it captured, and how is it used?arrow_forward
- You are the Brand Manager of a car company, which is currently reliant on various dealers to sell the new cars. Consumer opinion appears to be turning away from car dealers, who are generally mistrusted. You intend to consider setting up a 'direct sales' operation. What considerations should you take into account in that strategic decision? Answer in less than 250 wordsarrow_forwardWhich explains why many firms have adopted the team selling approach to service large, complex accounts? A) Customers prefer dealing with many salespeople rather than one salesperson. B) A group of salespeople assigned to one account is cost effective for corporations. C) Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. D) Products have become too complicated for one salesperson to support.arrow_forwardSelect any organization that you and your group find to be of interest. What product or service do they offer? [Highly recommend that you choose one from the companies and products you all wrote about in Module 4!] Discuss the product/service base knowledge within your group. How would this organization benefit from a marketing dashboard approach? Discuss. Using both your experience and unique perspective, discuss the elements you would recommend adding to this organization’s dashboard. Why do you recommend these elements? How could this organization avoid some of the pitfalls potentially associated with marketing dashboards?arrow_forward
- When do you know a website is effective in serving its target market? Describe how a website is not so good in terms of ease of navigation, content, use of color and visuals, article placement and presentation, etc Regarding Fitness Marketing, what are four questions that older adults should ask their doctor before adding exercise to their daily routine? Provide a brief description of the typical members of the target market who are: Women, 35+ years old, middle class, fitness interested, and healthy.arrow_forwardClarifying target markets, outlining sales goals for each product or sevice, and describing a company's annual marketing mix are all purposes of a marketing plan. true or false?arrow_forward1. Discuss the differences among databases, data warehouses, and data mining. 2. Define what is meant by the following advertising concepts CTR, CPM, CPC, CPA, and VTR. 3. Briefly describe each of the following types of marketing: • One-to-one marketing • Affiliate marketing • Viral marketing • Blog marketing • Social network marketing • Proximity marketing 4. Briefly discuss each of the five elements of the social marketing process as discussed in the text: fan acquisition, engagement, amplification, community, and brand strength. 5. Research and briefly explain how ad auctions work at Facebook (i.e. Meta). 6. Research and discuss the difference between Promoted Tweets and Twitter Ads.arrow_forward
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