The rep … B. straight commission avoids the need to consider a sales quota. For the purposes of this book, we will categorize salespeople by their activities. C. 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. Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. Female sales reps are rarely successful. Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. She calls new residents in the city to try to get subscriptions for home delivery. Multiple Choice . Producer's Order Getters-find new opportunities. Missionary sales rep for Lilly pharmaceuticals, calling on physicians. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. Anyone who is studying for these Selling and Sales terms can attempt these flashcards quizzes. 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. C. Territorial marketing manager. Multi-channel environment. A salesperson on straight salary earns the same amount regardless of how he or she spends time. A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. C)are customer service reps who resolve problems after purchases have been made. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. E. Consultative sales rep. ... the reps will send in leads to customers who want networking equipment. Advertising messages may promote the adoption of goods, services, persons, or ideas. 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. 21.A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products. The Importance and Role of Personal Selling. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms D.missionary sales reps are likely to close deals with leads. B. missionary sales. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. 355) Missionary sales reps: A. are order takers. B. are sales reps in training. Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. Although the salesperson's job may change constantly, there are three basic sales tasks. 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. B . 148. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. may lose the business when the territory gets to the point where it can be handled by an order taker. 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. Missionary Sales People . Difficulty: Medium Spiro - Chapter 001 #72. E.leads are less likely to receive cold calls than prospects. -may negotiate prices or diagnose technical problems when a product doesn't work well. E)do a lot of aggressive selling. Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. 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. 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. C. straight salary provides the most incentive. B)are sales reps in training. The manufacturer should hire some: Gloria Highnote works for CD Wholesale. Q 17. 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. 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 12. 53. Missionary sales reps A)are order takers. 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 training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. C) are customer service reps who resolve problems after purchases have been made. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. 13) In a decentralized system, individuals who oversee management of the entire . 73. 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. are sales reps … Which of the following is an accurate description of the sales task listed? 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). Missionary sales reps: A) are order takers. Order getters are even more important for business products than for consumer products. He seeks to influence a person or buying entity to sell the product to the end customer. And having too many salespeople wastes money. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . using a number of methods or channels to accomplish the selling function. D. help train intermediaries' salespeople and set up retail displays. 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). True False 17. 149. For the purposes of this book, we will categorize salespeople by their activities. B) are sales reps in training. 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. 207. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Approximately how many salespeople does Allied need to service 500 accounts? 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 … Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. They usually handle related--but noncompeting--lines for several other manufacturers. B) current-customer sales and new-business sales. D.missionary sales reps are likely to close deals with leads. Know what you need – sales vs order taking, (and what you’re getting), before you hire. Order Taker Order getting: confidently seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . 13) In a decentralized system, individuals who oversee management of the entire . B. -Sales reps who handle that many items may single out a few of the newer or ... -Producers who rely on merchant wholesalers or e-commerce to obtain widespread distribution often use missionary salespeople-The sales rep can give a promotion boost to a product that otherwise wouldn't get ... Quizlet Live. Learn vocabulary, terms, and more with flashcards, games, and other study tools. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . 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. 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. The Salespeople can be strategy planners too and have choices about 5 different parts of the strategy, Some salespeople are expected to be marketing managers in their own territories. 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. order takers usually do very little aggressive selling. 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. Mark answers customer questions about the firm's products and arranges for routine orders to be sent to the customer's construction site. cycle Answers: sales cycle sales force sales mission sales strategy sales lead Question 4 0 out of 10 points Cold calling is associated with _____. product category and focus on the strategic role of the various brands in order to build . Which of the following is a good example of a sales technology? B . He seeks to influence a person or buying entity to sell the product to the end customer. True False 13. Dale Jetta sells life insurance. Sales reps often must plan whole marketing strategies for their own geographic territories. 158.The missionary salesperson's primary purpose is to sell to the producer's customers. B. are sales reps in training. This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. E. partnership selling. 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. are order takers . E) do a lot of aggressive 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. Order getters are concerned with finding new opportunities for the company. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. And some become marketing managers by default because top management hasn't provided detailed strategy guidelines, What kinds of personal selling are needed. Missionary sales reps: A. are order takers. Paige Whaley works as a telephone salesperson for a newspaper. -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. ... the reps will send in leads to customers who want networking equipment. Order-getting salespeople would be required for which one of the following jobs? Dale is probably using the. C) order takers and trade sales. 145. -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. 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. This is used to convince a person who has never used a … 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. Sales Function. 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. E) inside order sales and field order sales. 153. 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. D. sales quotas play no role in any of the methods. 149. C. are customer service reps who resolve problems after purchases have been made. B. sending an entire team of sales representatives into the field. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . The missionary sales rep has an indirect, albeit important, role in the sales process. Sales reps often must plan whole marketing strategies for their own geographic territories. ... A. The sales force can aid in aid in the marketing information function too. Sometimes technology can substitute for or complement personal selling, Some sales tasks that have traditionally been handled by a person can now be handled effectively and at lower cost by an e-commerce system or other technology, When customer service is digital and self-service, customers get fast service, Because customers want problems resolved quickly, may firms rely on the internet to deliver rapid and low-cost customer service, Information Technology Provides Tools to Do the Job: Changes in how sales tasks are handled, New sales technology tools are changing how sales tasks and responsibilities are planned and handled, New software and hardware provide a competitive advantage, -Software for customer relationship management, spreadsheet sales analysis, digital presentations, time management, sales forecasting, customer contact, and shelf-space management is at the salesperson's fingertips, Sound Selection and Training to Build a Sales Force, Selecting good salespeople takes judgment, Job descriptions should be in writing and specific, Job description: is a written statement of what a salesperson is expected to do, A salesperson needs to be taught about the company and its products, giving effective sales presentations, using appropriate sales technology, and building relationships with customers. D. help train intermediaries' salespeople and set up retail displays. The sales reps are paid a 5 percent commission on all sales in their assigned territories. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. The three basic sales tasks are order-getting, order-taking, and sales prospecting. D)help train intermediaries' salespeople and set up retail displays. Missionary Selling. D. help train intermediaries' salespeople and set up retail displays. Free. A salesperson must spend half of the time on travel and administration. 148. 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. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. 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