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. B) current-customer sales and new-business sales. If a firm has too few salespeople, or the wrong kind, some important personal selling tasks may not be completed. True False Unlock to view answer. -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. 53. Mobile. Jobs That Use Missionary Selling. C. are customer service reps who resolve problems after purchases have been made. Dale is probably using the. B. And some become marketing managers by default because top management hasn't provided detailed strategy guidelines, What kinds of personal selling are needed. A major accounts sales force is used to sell to small retailers who are not covered by wholesalers in the channel. B. are sales reps in training. C. sales engineering. 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). A missionary type of sales job involves convincing someone who has never used a product to buy it. using a number of methods or channels to accomplish the selling function. 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. C. Territorial marketing manager. D. A rep who services his or her customers. A salesperson on straight salary earns the same amount regardless of how he or she spends time. True False 12. E) inside order sales and field order sales. This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. 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. B. straight commission avoids the need to consider a sales quota. Order getting: confidently seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. 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 … 145. The Importance and Role of Personal Selling. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. Order-getters are concerned with establishing relationships with new customers and developing new business. 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). The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. Sales Function. This is used to convince a person who has never used a … He seeks to influence a person or buying entity to sell the product to the end customer. The sales reps are paid a 5 percent commission on all sales in their assigned territories. For the purposes of this book, we will categorize salespeople by their activities. Missionary selling is a form of personal sales in which the salesperson provides information to an individual who will influence the purchase decision. Flashcards. 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. 149. are sales reps … Start studying Marketing Chapter 14. B)are sales reps in training. 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. 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. Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. D. help train intermediaries' salespeople and set up retail displays. Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. 66. -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. 153. Salespeople are likely to be dissatisfied if they can't see the relationship between the results they produce and their pay. May be the first to hear about a new competitor or a competitor's new strategy. C) order takers and trade sales. 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 … Free. Personal Selling-Good salespeople dont just try to sell the customer. Learn vocabulary, terms, and more with flashcards, games, and other study tools. C)are customer service reps who resolve problems after purchases have been made. Producers' order takers-train, explain, and collaborate. Order getters are concerned with finding new opportunities for the company. 73. 207. E)do a lot of aggressive selling. 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 _____. E. do a lot of aggressive selling. Approximately how many salespeople does Allied need to service 500 accounts? Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. 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. And having too many salespeople wastes money. True False 18. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. Missionary sales reps: A. are order takers. ... the reps will send in leads to customers who want networking equipment. True False 17. D. 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. 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. The three basic sales tasks are order-getting, order-taking, and sales prospecting. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. (p. 366) Regarding sales force compensation methods: A. combination plans provide some security and some incentive. The missionary sales rep has an indirect, albeit important, role in the sales process. Sales engineer. C. 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. D. team selling. She calls new residents in the city to try to get subscriptions for home delivery. Producers of all kinds of products, especially business products, have a great need for order getters. D.missionary sales reps are likely to close deals with leads. 13) In a decentralized system, individuals who oversee management of the entire . Order getters are even more important for business products than for consumer products. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. D. help train intermediaries' salespeople and set up retail displays. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. Producer's Order Getters-find new opportunities. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. Order-getting salespeople would be required for which one of the following jobs? True False 14. B. are sales reps in training. Multiple Choice . are order takers . 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). They usually handle related--but noncompeting--lines for several other manufacturers. B. are sales reps in training. Sales activities in the sales structure are divided into two categories: A) missionary sales and technical sales. D) help train intermediaries' salespeople and set up retail displays. 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. 355) Missionary sales reps: A. are order takers. 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. Missionary sales rep. B. Missionary sales reps: A. are order takers. Order Taker Meaning of missionary sales people . Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. 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. For the purposes of this book, we will categorize salespeople by their activities. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons ... 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? The rep … 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. A salesperson must spend half of the time on travel and administration. Missionary sales reps: A) are order takers. are order takers . 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 reps often must plan whole marketing strategies for their own geographic territories. Which of the following is a good example of a sales technology? The agent. Paige Whaley works as a telephone salesperson for a newspaper. 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. C) are customer service reps who resolve problems after purchases have been made. B. are sales reps in training. Multiple Choice Question Difficulty: Easy LearnObj: 6 Question Type: Self-Test 142. 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. 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. The specific sales or profit objective a salesperson is expected to achieve, Commission reduce need for working capital, Small companies that have limited working capital or uncertain markets often prefer straight commission, or combination plans with a large commission element. Missionary sales reps: A. are order takers. B) are sales reps in training. ... the reps will send in leads to customers who want networking equipment. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. B . 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. 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. Anyone who is studying for these Selling and Sales terms can attempt these flashcards quizzes. Difficulty: Medium Spiro - Chapter 001 #72. 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. Which of the following is an accurate description of the sales task listed? 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. Although the salesperson's job may change constantly, there are three basic sales tasks. 13) In a decentralized system, individuals who oversee management of the entire . 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. E. Retail sales clerk in a department store. ... A. 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. 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 … B. sending an entire team of sales representatives into the field. Advertising messages may promote the adoption of goods, services, persons, or ideas. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. Diagrams. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. E. partnership selling. are sales reps … -Often the only link between the firm and its customers, especially if customers are far away. Dale Jetta sells life insurance. product category and focus on the strategic role of the various brands in order to build . She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. Know what you need – sales vs order taking, (and what you’re getting), before you hire. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . E.leads are less likely to receive cold calls than prospects. Missionary sales reps A)are order takers. 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. 148. It appears that Mark is primarily: Andrea Mercer is tired of being a manufacturers' agent of accessories sold through merchant wholesalers. 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. 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. Andrea should look for a job as a: 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. order takers usually do very little aggressive selling. Attempt these simple quizzes with ease and grow. 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. Q 17. Multi-channel environment. D. sales quotas play no role in any of the methods. He seeks to influence a person or buying entity to sell the product to the end customer. She is willing to accept a lower income for less travel and stress. Order Takers: Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers. E.leads are less likely to receive cold calls than prospects. Gloria is: Which of the following statements is FALSE? Sales reps often must plan whole marketing strategies for their own geographic territories. programs should focus on product and company information--since research shows that training is not effective in developing selling skills. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. product category and focus on the strategic role of the various brands in order to build . 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. This is used to convince a person who has never used a … Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. Missionary Sales People . Every salesperson works a 40-hour week and takes off two weeks for vacation each year. Incentives should link efforts to results. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . D)help train intermediaries' salespeople and set up retail displays. Missionary Selling. True False 13. ... She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. 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. -may negotiate prices or diagnose technical problems when a product doesn't work well. Seeking orders from supermarket buyers for a new brand of high protein diet supplement that has been added to the company's line. 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. 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. 158.The missionary salesperson's primary purpose is to sell to the producer's customers. D.missionary sales reps are likely to close deals with leads. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. 149. Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. C. straight salary provides the most incentive. Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. C. are customer service reps who resolve problems after purchases have been made. B . 148. Which of the following types of salespeople is essential for selling installations to producers? The manufacturer should hire some: Gloria Highnote works for CD Wholesale. Female sales reps are rarely successful. B. missionary sales. 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. -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. The sales force can aid in aid in the marketing information function too. 21.A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products. System, individuals who oversee management of the field personal Selling-Good salespeople dont just try to develop goodwill and demand. Are far away by their activities help inter... missionary salespeople a is: which the. Terms can attempt these flashcards quizzes technical sales technical sales detailed strategy guidelines, what kinds of products, a! 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