Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. 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. 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. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. And having too many salespeople wastes money. -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. 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. C. are customer service reps who resolve problems after purchases have been made. The following texts are the property of their respective authors and we thank them for giving us the opportunity to share for free to students, teachers and users of the Web their texts will used only for … E) do a lot of aggressive selling. Multiple Choice . 66. B) current-customer sales and new-business sales. 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. 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. D. A rep who services his or her customers. Multi-channel environment. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Order-getters are concerned with establishing relationships with new customers and developing new business. The manufacturer should hire some: Gloria Highnote works for CD Wholesale. Missionary selling is a form of personal sales in which the salesperson provides information to an individual who will influence the purchase decision. Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. E. Consultative sales rep. ... A. True False 14. E. do a lot of aggressive selling. 149. Salespeople are likely to be dissatisfied if they can't see the relationship between the results they produce and their pay. 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. B. E.leads are less likely to receive cold calls than prospects. C. 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. Female sales reps are rarely successful. programs should focus on product and company information--since research shows that training is not effective in developing selling skills. Difficulty: Medium Spiro - Chapter 001 #72. 355) Missionary sales reps: A. are order takers. 145. Missionary sales reps: A. are order takers. 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. Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. 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. Order Takers: Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers. 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. 13) In a decentralized system, individuals who oversee management of the entire . These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. Missionary sales reps: A) are order takers. -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. ... the reps will send in leads to customers who want networking equipment. He seeks to influence a person or buying entity to sell the product to the end customer. Start studying Marketing Chapter 14. The three basic sales tasks are order-getting, order-taking, and sales prospecting. C)are customer service reps who resolve problems after purchases have been made. 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. are order takers . For the purposes of this book, we will categorize salespeople by their activities. Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. 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. product category and focus on the strategic role of the various brands in order to build . The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. are order takers . Gloria is: Which of the following statements is FALSE? Approximately how many salespeople does Allied need to service 500 accounts? E.leads are less likely to receive cold calls than prospects. If a firm has too few salespeople, or the wrong kind, some important personal selling tasks may not be completed. Sales Function. C. are customer service reps who resolve problems after purchases have been made. Mobile. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons Q 17. D. sales quotas play no role in any of the methods. They usually handle related--but noncompeting--lines for several other manufacturers. The Importance and Role of Personal Selling. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. Which of the following types of sales presentation should she use? are sales reps … D)help train intermediaries' salespeople and set up retail displays. With regard to the level of compensation for salespeople, a marketing manager should recognize that: the appropriate level of compensation should be suggested by the job description. True False 13. It appears that Mark is primarily: Andrea Mercer is tired of being a manufacturers' agent of accessories sold through merchant wholesalers. E)do a lot of aggressive selling. 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. B . C) are customer service reps who resolve problems after purchases have been made. She is willing to accept a lower income for less travel and stress. Order getters are even more important for business products than for consumer products. The missionary sales rep has an indirect, albeit important, role in the sales process. 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. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . Incentives should link efforts to results. Meaning of missionary sales people . A salesperson must spend half of the time on travel and administration. product category and focus on the strategic role of the various brands in order to build . 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. A missionary type of sales job involves convincing someone who has never used a product to buy it. Quizlet Learn. 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. Attempt these simple quizzes with ease and grow. D) help train intermediaries' salespeople and set up retail displays. 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. C. Territorial marketing manager. B. straight commission avoids the need to consider a sales quota. -may negotiate prices or diagnose technical problems when a product doesn't work well. 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 … Seeking orders from supermarket buyers for a new brand of high protein diet supplement that has been added to the company's line. E) inside order sales and field order sales. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. Missionary Selling. 153. B)are sales reps in training. For the purposes of this book, we will categorize salespeople by their activities. 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. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. D. help train intermediaries' salespeople and set up retail displays. True False 12. Missionary sales reps: A. are order takers. Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. D) current sales and support sales. Missionary Sales People . This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. E. Retail sales clerk in a department store. order takers usually do very little aggressive selling. The sales force can aid in aid in the marketing information function too. -Often the only link between the firm and its customers, especially if customers are far away. Multiple Choice Question Difficulty: Easy LearnObj: 6 Question Type: Self-Test 142. 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). D. help train intermediaries' salespeople and set up retail displays. 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 rep for Lilly pharmaceuticals, calling on physicians. Missionary sales reps A)are order takers. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. ... the reps will send in leads to customers who want networking equipment. He seeks to influence a person or buying entity to sell the product to the end customer. True False 17. Dale is probably using the. She calls new residents in the city to try to get subscriptions for home delivery. 148. D.missionary sales reps are likely to close deals with leads. 73. 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. Free. Advertising messages may promote the adoption of goods, services, persons, or ideas. B . Jobs That Use Missionary Selling. 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). 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. 13) In a decentralized system, individuals who oversee management of the entire . This is used to convince a person who has never used a … (p. 366) Regarding sales force compensation methods: A. combination plans provide some security and some incentive. Andrea should look for a job as a: help train intermediaries' salespeople and set up retail displays. 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. Which of the following is an accurate description of the sales task listed? Producer's Order Getters-find new opportunities. 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 … As a missionary, you have authority to preach the gospel. Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. Missionary sales rep. B. D. team selling. Missionary sales reps: A. are order takers. 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. using a number of methods or channels to accomplish the selling function. B. missionary sales. Marketing information function too a person or buying entity to sell the customer 's construction site this type of confusion. 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