MARKETING
7th Edition
ISBN: 9781260087710
Author: Grewal
Publisher: RENT MCG
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Chapter 20, Problem 4MA
Summary Introduction
To discuss: The reasons why salespeople must be good listeners and must be good at asking questions.
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- If you are planning to enter a job in a sales position after college, what are those things that you need to consider? Explain why? Which question is really applicable to those people interested to make sales their profession, "is sales right for me?" or "am I right for sales?" Defend you answer. Being a millennial, do you think you have the capability to succeed in sales better than the traditional salespeople? Why do you think so? Give details to your answer.arrow_forwardAre 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?arrow_forwardYou are now consulting for a major beverage company. Talk on how the firm can improve its online reputation and how the internet fits into the bigger picture of your marketing strategy. Before releasing any new webpages to the public, it is recommended that you first release a draft.arrow_forward
- You're a consultant for an established beverage manufacturer. Provide the company with an overview of your marketing plan, highlighting the role the internet will play and outlining any steps the business must take to improve its online reputation. Create drafts of any necessary web pages in advance.arrow_forwardA critical part of leading a high-performance sales team is motivating salespeople to accomplish organization goals through an optimal salesforce reward system. what are the three (3) key areas of an optimal salesforce reward system.arrow_forwardHow has your perception of what it would be like to have a career in sales changed since you read this chapter?arrow_forward
- Do you believe it is unethical for a company to circulate fake news if it results in great sales? What can you do to ensure the information you are reading is accurate, trustworthy, and validated? What can happen to an organization that believes fake news?arrow_forwardCompeting 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?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_forward
- How 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_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“Salespeople are communicators, not manipulators.” What does that mean? Why is it important to know the difference in sales?arrow_forward
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