Q 17. D)help train intermediaries' salespeople and set up retail displays. Paige Whaley works as a telephone salesperson for a newspaper. C. are customer service reps who resolve problems after purchases have been made. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. B. are sales reps in training. B. are sales reps in training. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. Missionary salespeople work for a manufacturer and promote the manufacturer's products to other firms; They are frequently called people who influence a buying decision but do not actually place the order. The Importance and Role of Personal Selling. Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. Order getters are even more important for business products than for consumer products. 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. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. D. help train intermediaries' salespeople and set up retail displays. As a missionary, you have authority to preach the gospel. 355) Missionary sales reps: A. are order takers. Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. Andrea should look for a job as a: help train intermediaries' salespeople and set up retail displays. D. sales quotas play no role in any of the methods. 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. order takers usually do very little aggressive selling. E) inside order sales and field order sales. 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. Missionary sales rep. B. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . B. straight commission avoids the need to consider a sales quota. President Dallin H. Oaks has taught: “Whoever functions in an office or calling received from one who holds priesthood keys exercises priesthood authority in performing her or his assigned duties” (“ The Keys and Authority of the Priesthood ,” Ensign or Liahona, May 2014, 51). -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. C. straight salary provides the most incentive. A missionary type of sales job involves convincing someone who has never used a product to buy it. He seeks to influence a person or buying entity to sell the product to the end customer. using a number of methods or channels to accomplish the selling function. D. A rep who services his or her customers. 207. Missionary Sales People . Which of the following types of salespeople is essential for selling installations to producers? Anyone who is studying for these Selling and Sales terms can attempt these flashcards quizzes. 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. Sales engineer. Quizlet Learn. Although the salesperson's job may change constantly, there are three basic sales tasks. Jobs That Use Missionary Selling. True False ... who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. Approximately how many salespeople does Allied need to service 500 accounts? The incentive portion of a sales rep's compensation should be large only if there is a direct relationship between the salesperson's efforts and results. The sales force can aid in aid in the marketing information function too. 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 … They usually handle related--but noncompeting--lines for several other manufacturers. 145. True False 17. Dale is probably using the. 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. Many companies spend the bulk of their training time on product info and company policy, To recruit, motivate, and keep good salespeople, a firm has to develop an effective compensation plan, -To build a competitive sales force, a company must pay at least the going market wage for different kinds of salespeople, -Three basic methods of payment: (1) straight salary, (2) straight commission (incentive), or (3) a combination plan, Salary gives control-if there is close supervision. The manufacturer should hire some: Gloria Highnote works for CD Wholesale. 21.A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products. product category and focus on the strategic role of the various brands in order to build . 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. C. Territorial marketing manager. She helps CD's retailer-customers set up their cooperative advertising, helps train the retailer's salespeople, and gives CD feedback on how sales promotion ideas are working. 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. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms Female sales reps are rarely successful. Sales activities in the sales structure are divided into two categories: A) missionary sales and technical sales. B) are sales reps in training. She is willing to accept a lower income for less travel and stress. ... She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. The rep … 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. are order takers . Diagrams. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. Which of the following types of sales presentation should she use? Mark Johnson's business card says he is a "Customer Service Representative" for OceanView Metal Industries—a wholesaler of standardized steel components used in construction. 13) In a decentralized system, individuals who oversee management of the entire . Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. Order Taker Producers' order takers-train, explain, and collaborate. Which of the following is a good example of a sales technology? Which of the following is an accurate description of the sales task listed? 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. 153. 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. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. D.missionary sales reps are likely to close deals with leads. Sales reps often must plan whole marketing strategies for their own geographic territories. Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. 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