Quizlet Learn. -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. Sales reps often must plan whole marketing strategies for their own geographic territories. ... the reps will send in leads to customers who want networking equipment. 66. E. Consultative sales rep. 145. locating potential buyers, persuading them, and consummating the transaction-- not the same as the selling process because the sales function can be used in Marketing and Advertising too. Producers' order takers-train, explain, and collaborate. B. are sales reps in training. Sales managers must plan, implement, and control, Managers must regularly evaluate each salesperson's performance and be certain that all the needed tasks are being done well, Personal Selling Techniques-Prospecting and Presenting: Prospecting-narrowing down to the right target, Narrowing the personal selling effort down to the right target requires constant, detailed analysis of markets and much prospecting, While prospecting focuses on identifying new customers, established customers require attention too. Missionary Salespeople In some industries/ notably pharmaceuticals and building industry, the sales task is not to close the sale but to persuade the customer to specify the seller’s products. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons True False 18. Multiple Choice . ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. C. are customer service reps who resolve problems after p D. help train intermediaries' salespeople and set up retail d E. do a lot of aggressive selling. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . True False 17. D) help train intermediaries' salespeople and set up retail displays. Missionary Selling is a form of indirect selling in which a salesperson tries to give information about the given product to a prospective customer or decision maker who has an influence on the buying decision rather than directly selling the product. B . Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. are order takers . Attempt these simple quizzes with ease and grow. The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. Russ Berry Co.is a company that makes gifts and collectibles.When its southeastern sales representative is driving through a community on her way to make a sales call,she looks for small independent florists and gift shops.When she finds a retailer she knows is not carrying Russ products,she stops and makes a sales call.The company's sales rep uses _____ to find its prospects. 149. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. once the salesperson selects a target customer, it's necessary to make a sales presentation: A salesperson's effort to make a sale or address a customer's problem. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. D. sales quotas play no role in any of the methods. A large appliance manufacturer has adequate wholesale and retail distribution—but is concerned that the intermediaries do not push its products aggressively enough—because they also carry competitive lines. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. Meaning of missionary sales people . Rather, they try to help the customer buy- by understanding the customer's needs and presenting the advantages and disadvantages of their products, Selling may be done by almost anyone in the organization, The salesperson is often the representative for the whole company. Allied Corp. has found that an effective salesperson should call on each account about six times a year and spend about two hours per sales call. B . Producer's Order Getters-find new opportunities. The Importance and Role of Personal Selling. Seeking orders from supermarket buyers for a new brand of high protein diet supplement that has been added to the company's line. They are monitoring the web and using big data analytics to provide proactive customer service, Customer Service: A breakdown in any element of the marketing mix can result in a requirement for customer service, -Ideally, a firm should deliver what it promises, but marketing is a human process and mistakes do happen, The Right Structure Helps Assign Responsibility, Organizations are often structured to have different salespeople specializing by different sales tasks and by the target markets they serve, If different people handle different sales tasks, firms often rely on team selling: when people work together on a specific account, Different Target markets need different sales tasks, Sales managers often divide sales force responsibilities based on the type of customer involved, Very large customers often require special sales efforts-and relationships with them are treated differently, Some salespeople specialize in telephone selling, Some firms have a group of salespeople who specialize in Telemarketing-using the telephone to "call" on customers or prospects, Sales tasks are done in sales territories, Often companies organize selling tasks on the basis of a sales territory- a geographic area that is the responsibility of one salesperson or several working together. Sales reps often must plan whole marketing strategies for their own geographic territories. Dale Jetta sells life insurance. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. C) are customer service reps who resolve problems after purchases have been made. Because the sales message is disseminated through the mass media–as opposed to personal selling–it is viewed as a much cheaper way of reaching … Missionary salesman definition is - a manufacturer's sales representative sent into a territory to stimulate sales of a product (as through special promotions, public-relations work). 53. D. team selling. Sales engineer. Personal Selling-Good salespeople dont just try to sell the customer. The prepared steps are logical because we assume that we know something about the target customer's needs and attitudes, -The most basic issue: whether a salesperson's presentation is honest and truthful. Multi-channel environment. It's often time-consuming and expensive to establish a relationship with a customer, so once established it makes sense to keep the relationship healthy, Once a set of prospects and customers who need attention has been identified, the salesperson must decide how much time to spend with each one, Three kinds of sales presentations may be useful. Diagrams. Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. C. 73. B. are sales reps in training. It's up to sales and marketing management to be sure that salespeople know what they're supposed to do and how to do it. -may negotiate prices or diagnose technical problems when a product doesn't work well. (p. 366) Regarding sales force compensation methods: A. combination plans provide some security and some incentive. Missionary Selling. They usually handle related--but noncompeting--lines for several other manufacturers. Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. E. partnership selling. C. are customer service reps who resolve problems after purchases have been made. Advertising messages may promote the adoption of goods, services, persons, or ideas. C. Territorial marketing manager. product category and focus on the strategic role of the various brands in order to build . C. are customer service reps who resolve problems after purchases have been made. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. 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