B. The salesperson is a(n)_____. He is very knowledgeable about all of his company's products and those sold by the competition. Rather than hard-selling a product, the salesperson asks questions and listens to the answers. Are the same b. The relationship between Toyota and Aisin needs. Which of the following is NOT an example of a trade promotion? Dale Jetta sells life insurance. Which of the following are important areas to cover in sales training? 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. Saint Francis Xavier, one of the greatest Roman Catholic missionaries of modern times who was instrumental in the establishment of Christianity in India, the Malay Archipelago, and Japan. Global sales 2. The approach refers to the initial contact between the salesperson and the prospective customer. True/False: Standing-room-only means that a sales opportunity is so good, that there are a number of customers who want to take advantage of the deal. Responsibility in a sales team is often determined according to the type of _______ involved. True/False: One way for a sales manager to evaluate his/her sales force would be to measure the salesperson against their required sales quotas. Another word for employee. A direct marketer promoting a service industry uses both internal and external lists. True/False: A special pack can be used to give a shopper more of a product instead of lowering its price in order to get them to purchase the product. The process of buying large quantities of goods that are on sale in order to stockpile the goods at the reduced price is called: includes people to try a product by distributing trial-size versions in stores, on street corners, or through mail. 24. A sales ___________ allows responsibilities to be divided geographically among different salespeople in order to more efficiently service customer accounts. D. is tied to results actually achieved. T F The missionary salesperson's primary purpose is to sell to the producer's customers. a. The missionary position. T F Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. While paying a salesperson a straight _________ provides the most security for the salesperson, a straight __________ offer the most incentive and is tied to results. 160. use of team of experts from all functional areas of firm, led by salesperson, to conduct the personal selling process . True or false: Salespeople are not an important part of all economies. Smaller companies with smaller advertising budgets developing innovative ways of getting consumers' attention use what type of marketing? Social Psychology A N D HUM AN NATURE Roy F. Baumeister Florida State University Brad J. Bushman University of Michig Salesperson A salesperson hunts for prospects. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Order takers for producers usually handle few items; however, order takers for _________ often sell thousands of items. Our drive for excellence has been instrumental in creating safer, cost effective and more efficient solutions for all our clients. Direct selling is usually associated with party-plan and network marketing companies. Social Psychology and Human Nature, 8th Edition. The real estate agents involved in a home sale are called either listing agents—who represent the sellers—or selling agents—who help the buyers. Weber State University -- MKTG 3010 with Prof. Anthony (Tony) Allred [[Extra Credit Quizzes]]. Full costing and direct costing Profitability analysis focuses on the profitability of: All of these are correct The sales/expense ratio is a useful metric for assessing salesperson performance because: missionary salesperson . build mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time . Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. closing the sale. Which of the following is not a benefit associated with training salespeople? A missionary may be charged with providing training to other Christians in an area he’s visiting to share their common beliefs with others, according to the Standing on the Water website. attempts to influence the attitudes and perceptions of consumers, stockholders and others toward companies, brands, politicians, celebrities, not-for-profit organizations, etc. She asked about the gas mileage, road stability, and frequency of repairs. Each situation is unique and involves a high degree of problem solving, coordination and cooperation. Missionary In order to conduct a profitability analysis, one must determine costs by either one of two methods. Sales Management - Teamwork, Leadership, And Technology 6th Ed. Any of the above is equally likely. A sales ___________ can be adjusted by managers to ensure that incentives accurately reflect the sales potential in a given territory. False. In other words, the sales person tries to create missionaries to spread the word on behalf of him. Producers need order getters for which of the following reasons? 148. Order taker C. Technical specialist D. Missionary salesperson On the other hand, the two firms share a great deal of standard information like orders, invoices and prices. When several employees work together on the same account and each handles a different sales task, they are said to be. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. Multiple Choice Question Reference: Salespeople Difficulty: Medium LearnObj: 6 Question Type: Application 185. Which of the following are responsibilities of a salesperson? True/False: The process of qualifying a prospect is important in order to determine how likely that prospect is to becoming a customer. Their primary purpose is to process the transactions of customers. True. True/False: Sponsorships are PR activities designed to develop commercials that would run during certain segments of a television show. 6級 5級 4級 3級 2級 1級 sport@(n.5)消遣;運動;突變 sportsman@(n.9)運動家;願意冒險的人 sportsmanship@(n.13)運動員精神,運動道德 The goal is to build a long-term relationship rather than a short-term, transactional one. Jobs That Use Missionary Selling. 15. the prepared presentation approach. Which of the following are ways that the sales force can aid in the marketing information function? Which of the following is NOT one of the objectives that public relations are often used to accomplish? 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. True/False: A selling team may consist of a salesperson, a technical specialist, the Programs that marketers design to build interest in or encourage purchase of a product or service during a specified time period is called what? Missionary salespeople are used in certain industries such as pharmaceuticals to focus solely on promotion of existing products and introduction of new products. 18. calls on people who make decisions about products but don’t actually buy them, and while they call on individuals, the relationship is business-to-business. False . In order to be successful, customer service reps need to. The salesperson assured her that this model had the best record in its class on all of the variables. The missionary salesperson is required to handle the hardest part of selling which is . supporting salespeople who work for producers - calling on intermediaries and their customers: Term. During the pre-approach the salesperson may also plan and practice their sales presentation. Technical Specialists: ... a geographic area that is the responsibility of one salesperson or several working together: Term. This is used to convince a person who has never used a … From one country to another, the techniques used for personal selling and customer service a. The missionary position is no more than the male-superior position; that is, the man on top, the woman on the bottom. 472 Likes, 28 Comments - JEFF BOALS (@jeffboals) on Instagram: “#tbt to our @ohiombasketball reunion in Dallas. Compare Bronze Silver Gold And Platinum Health Insurance - Unable to get affordable insurance. like the pedestrian sleepy eyes, can only be helpless. The penetrating partner enters so that … A firm should only base its compensation plan on incentive when there is a strong correlation between. B. are sales reps in training. A _____ is a test of skill and a _____ is based on chance. True/False: A contest is based on chance and a sweepstake is a test of skill. Break when ever using our health insurance providers to send her. D. sales support person. Webpage on Management Functions, Human Resource Management, Economic and Social Environment, Accounting and Finance for Managers, Marketing, Management Information System, Quantitative Analysis, Management Economics, Organisational Design Development & Change, Strategic Management, Social Processes and Behavioural issues, Human Resource Development, HR Planning, … FALSE Difficulty: Easy Spiro - Chapter 001 #17. True/False: A selling team may consist of a salesperson, a technical specialist, the missionary salesperson who made the initial contact, and someone from the engineering department of the firm who can develop pricing and packages that satisfy the customer's needs. Adapting to the customer's preferred … As an independent contractor, you don't have to work for someone else; you may set your own hours and complete work assignments whenever … Advantages of the missionary position include: It is pretty much unique to humans, and therefore differentiates us from animals. Rita works as a salesperson for a soft drink company. A salesperson has a sales strategy, often selling 6 -12 months in advance. Cash back in the mail after a purchase of a bike. Job Description: Definition. Which of the following statements are true about telemarketing? calls on people who make decisions about products but don’t actually buy them, and while they call on individuals, the relationship is business-to-business. He was one of the first seven members of the Jesuits under the leadership of Saint Ignatius of Loyola. Poor color reproduction. The goal of this is to ensure that the missionary work goes on long after the missionary has returned home from a mission. Which of the following is a key reason many companies customer service digitally and on the Internet? Non-sales activities tend to be less attended to by a salesperson when the compensation is primarily based on commission.-True Missionary sales positions actually involve little real direct sales.-True Citing testimonials are often helpful for a salesperson when trying to address a customer's logical objections in the sales presentation step.-False a ____ close, a sales rep ask questions throughout the sales presentation that test the buyer's readiness to commit trial in which stage of the personal-selling process can a salesperson uncover new customer needs or wants, secure additional purchases and obtain referrals and testimonials that can be used as sales … missionary: trade: technical: team selling. selling formula approach. By 2018, more than 2 million sales representatives will work in wholesale and manufacturing alone, according to the U.S. Bureau of Labor Statistics. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. Answer: D 0 votes. Push money is designed to "light the fire" under a firm's sales force to sell products. Which of the following is NOT one of the ways that a sales manager might evaluate his/her sales force? 1. e. an independent intermediary. → the consultative selling approach. False. In 1977, a young missionary named Daniel Everett traveled deep into the jungles of Brazil to spread the word of God. Vary c. Vary for customer service, yet are surprisingly similar for personal selling. Then drop the items into the correct position. Goal setting is thus a primary function of leadership, along with holding others accountable for … The missionary sales rep has an indirect, albeit important, role in the sales process. missionary presentation. Missionaries are most commonly associated with Evangelical Christian culture. E. is based on the specific sales or profit objective a salesperson is expected to achieve. Definition: Missionary Selling is a form of personal but indirect selling in which the salesperson tries to provide information about given products to an individual who has an influence on the buying decision. Which of the following are steps a sales manager can take to determine how many salespeople are needed to have an effective sales force? Independent Oil Tools Pty Ltd (IOT) is a leading service provider to the Oil & Gas industry. For the purposes of this book, we will categorize salespeople by their activities. There is almost no standard information sharing. answered Jul 20, 2019 by Kylinn . A person-to-person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties. d. a retailer. Instructor's Manual - Free ebook download as Word Doc (.doc), PDF File (.pdf), Text File (.txt) or … Which of the following are effective methods of training a sales force? Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. C. offers the most incentive. C. Difficulty in targeting specific audiences. Roll over the items to read their descriptions. Which of the following is a difference between internal and external lists? Merchandiser or detailer are alternate terms used to describe __________ sales people. For many people, the main reason to consider becoming an independent contractor is the freedom that it can present. Definition of Sliding Commission Wage. D. 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). no sales presentation approach is used because he just calls people and says what he learned during training. B. includes some salary and some commission. A salesperson whose primary responsibility is prospecting, or finding potential customers. Find more ways to say employee, along with related words, antonyms and example phrases at Thesaurus.com, the world's most trusted free thesaurus. Toyota works closely with Aisin, one of its suppliers of automatic transmissions. Select the appropriate sales job category for each example. Which of the following are common costs associated with sales technologies? Missionary sales reps: A. are order takers. (p. 366) A straight salary A. offers the most security for the salesperson. A. Which of the following are characteristics of a customer service rep? A missionary salesperson's primary job is to be an order-taker. The salesperson might be responsible for closing the sales or simply turning the … E. creative order taker. Which of the following are characteristics of good salespeople? In it, the receiving partner lies on his or her back with legs apart. Which of the following factors determine whether a firm should use personal selling, e-commerce, or a combination of the two? a. Which of the following are considered basic sales tasks? the selling formula approach. This can lead to poor service to customers. b. Place the following steps in the selling process in order; early steps on top and later steps on the bottom. Multiple Choice Question Difficulty: Medium LearnObj: 8 Question Type: Application 172. Executive and team selling True/False: Coffee mugs, T-shirts, key chains, and mouse pads with company logos are all examples of a promotional product. In a policy you need. Companies often neglect selling techniques as part of a salesperson's ____________ because they assume anyone can do it and that the only qualification is a friendly personality. He seeks to influence a person or buying entity to sell the product to the end customer. Start studying MKT Ch. C. technical salesperson. 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.€ € True€€€€False € 7. After an order getter secure a customer's interest in a product, an order taker will then. Roll over the items to read their descriptions. relationship selling. 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. Some urgency when the salesperson asks questions and listens to the Oil & gas industry form of sales... Business, is a form of personal sales in which the salesperson might be responsible for closing the sales?! She might provide feedback to the salesperson provider to the answers for patients firm led... Large drug manufacturer and calls on people who make decisions about products but don ’ t actually them. Much unique to humans, and motivate effective salespeople, a firm should only base its compensation plan incentive. Which acting as a __________ manager in her territory used to convince a person or buying entity to to. Salespeople by their activities or service during a specified time period is the. The wholesalers and retailers in his company 's products employed by a. a manufacturer of problem solving, coordination cooperation. And sells season tickets to corporate clients of vitamins and supplements of missionary salespeople are to. 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