Approximately how many salespeople does Allied need to service 500 accounts? Producers of all kinds of products, especially business products, have a great need for order getters. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. 21.A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products. Missionary Selling. Sales reps often must plan whole marketing strategies for their own geographic territories. Learn vocabulary, terms, and more with flashcards, games, and other study tools. D.missionary sales reps are likely to close deals with leads. 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. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons B) current-customer sales and new-business sales. D. help train intermediaries' salespeople and set up retail displays. True False 14. B. sending an entire team of sales representatives into the field. Every salesperson works a 40-hour week and takes off two weeks for vacation each year. The company provides a list of prospects and Dale starts each sales call by asking the potential customer to explain his or her financial goals. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. cycle Answers: sales cycle sales force sales mission sales strategy sales lead Question 4 0 out of 10 points Cold calling is associated with _____. D)help train intermediaries' salespeople and set up retail displays. E)do a lot of aggressive selling. Dale is probably using the. 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. 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. 153. 149. D) current sales and support sales. Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. E) do a lot of aggressive selling. C. True False 17. are sales reps … Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. Meaning of missionary sales people . 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. ... the reps will send in leads to customers who want networking equipment. Multiple Choice . Order-getters are concerned with establishing relationships with new customers and developing new business. may lose the business when the territory gets to the point where it can be handled by an order taker. The three basic sales tasks are order-getting, order-taking, and sales prospecting. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . D. sales quotas play no role in any of the methods. 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). Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. B. C. sales engineering. 148. The missionary sales rep has an indirect, albeit important, role in the sales process. Advertising has four characteristics: it is persuasive in nature; it is non-personal; it is paid for by an identified sponsor; and it is disseminated through mass channels of communication. Mobile. She is willing to accept a lower income for less travel and stress. 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. ... A. Which of the following is an accurate description of the sales task listed? Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Normally, missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other. Missionary sales reps A)are order takers. Multiple Choice Question Difficulty: Easy LearnObj: 6 Question Type: Self-Test 142. Difficulty: Medium Spiro - Chapter 001 #72. are sales reps … The sales manager of the Retro Butterfly Chair Corp. wishes to compensate his sales force in a way which will provide some security, incentive, flexibility, and control. E) inside order sales and field order sales. Gloria is: Which of the following statements is FALSE? Attempt these simple quizzes with ease and grow. Which of the following types of sales presentation should she use? Missionary sales reps: A. are order takers. 148. 158.The missionary salesperson's primary purpose is to sell to the producer's customers. Personal Selling-Good salespeople dont just try to sell the customer. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. Wholesaler's order getters-almost hand it to the customer, Salespeople for agent wholesalers are often order getters-particularly the more aggressive manufacturers agents and brokers, Retail Order Getters influence consumer behavior, Convincing consumers about the value of products they haven't seriously considered takes a high level of personal selling ability, Order Takers Nurture Relationships to keep the business coming. If a firm has too few salespeople, or the wrong kind, some important personal selling tasks may not be completed. Female sales reps are rarely successful. -may negotiate prices or diagnose technical problems when a product doesn't work well. 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. 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. Although the salesperson's job may change constantly, there are three basic sales tasks. Missionary sales rep. B. They usually handle related--but noncompeting--lines for several other manufacturers. 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. A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. false Salespeople often are responsible for representing the customer inside their own company as well as … 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. 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. Know what you need – sales vs order taking, (and what you’re getting), before you hire. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. 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. 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. 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. The sales reps are paid a 5 percent commission on all sales in their assigned territories. Sales activities in the sales structure are divided into two categories: A) missionary sales and technical sales. C. Territorial marketing manager. He seeks to influence a person or buying entity to sell the product to the end customer. Order getting: confidently seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . 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. are order takers . B. straight commission avoids the need to consider a sales quota. 13) In a decentralized system, individuals who oversee management of the entire . Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. -Use a memorized presentation that is not adapted to each individual customer, -Developing a good understanding of the individual customer's needs before trying to close the sale, -Starts with a prepared presentation outline-much like the prepared approach-and leads the customer through some logical steps to a final close. Advertising messages may promote the adoption of goods, services, persons, or ideas. B. are sales reps in training. And some become marketing managers by default because top management hasn't provided detailed strategy guidelines, What kinds of personal selling are needed. This is used to convince a person who has never used a … Wholesalers' order takers-not getting orders but keeping them, Wholesaler order takers often sell thousands of items, Retail order takers-salesclerks are usually order takers, Order-taking may be almost mechanical at the retail level, Supporting Sales Force informs and promotes in the channel, Supporting Salespeople: help the order-oriented salespeople, but they don't try to get orders themselves, There are three types of supporting salespeople, Missionary Salespeople can increase sales, Missionary Salespeople: are supporting salespeople who work for producers-calling on intermediaries and their customers, Technical Specialists are experts who know product applications, Technical Specialists: are supporting salespeople who provide technical assistance to order-oriented salespeople, Customer Service reps solve problems after a purchase, Customer Service Reps: Work with customers to resolve problems that arise with purchase, usually after the purchase has been made, Customer service Promotes the Next Purchase, Customer Service: to solve a problem that a customer encounters with a purchase, Customer Service: Many customers don't bother contacting a company-they just stop doing business with the offending firm or voice their complaints online, -Then there are companies that try to solve customer's problems even when the customers don't ask for help. Missionary sales reps: A. are order takers. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. 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. C)are customer service reps who resolve problems after purchases have been made. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. product category and focus on the strategic role of the various brands in order to build . order takers usually do very little aggressive selling. D. help train intermediaries' salespeople and set up retail displays. E. partnership selling. E.leads are less likely to receive cold calls than prospects. A salesperson on straight salary earns the same amount regardless of how he or she spends time. Sales reps often must plan whole marketing strategies for their own geographic territories. Andrea should look for a job as a: help train intermediaries' salespeople and set up retail displays. Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. B. are sales reps in training. For the purposes of this book, we will categorize salespeople by their activities. Start studying Marketing Chapter 14. Order getters are concerned with finding new opportunities for the company. C) order takers and trade sales. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. True False 12. And having too many salespeople wastes money. It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. 73. programs should focus on product and company information--since research shows that training is not effective in developing selling skills. Seeking orders from supermarket buyers for a new brand of high protein diet supplement that has been added to the company's line. C. are customer service reps who resolve problems after purchases have been made. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. B) are sales reps in training. Multi-channel environment. using a number of methods or channels to accomplish the selling function. This is used to convince a person who has never used a … Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms B . Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. For the purposes of this book, we will categorize salespeople by their activities. 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