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. Sales engineer. E. do a lot of aggressive selling. E. Retail sales clerk in a department store. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. 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. Missionary sales reps A)are order takers. Start studying Marketing Chapter 14. A missionary type of sales job involves convincing someone who has never used a product to buy it. 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. Missionary sales reps: A. are order takers. Order-getting salespeople would be required for which one of the following jobs? The three basic sales tasks are order-getting, order-taking, and sales prospecting. 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. 153. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. -may negotiate prices or diagnose technical problems when a product doesn't work well. 66. 149. 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 sales reps are paid a 5 percent commission on all sales in their assigned territories. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. As a missionary, you have authority to preach the gospel. E.leads are less likely to receive cold calls than prospects. Producer's Order Getters-find new opportunities. Q 17. Quizlet Learn. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. Dale is probably using the. ... She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Personal Selling-Good salespeople dont just try to sell the customer. Missionary sales reps: A. are order takers. 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. Although the salesperson's job may change constantly, there are three basic sales tasks. Sales Function. And some become marketing managers by default because top management hasn't provided detailed strategy guidelines, What kinds of personal selling are needed. C. are customer service reps who resolve problems after purchases have been made. 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. 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. Order getters are even more important for business products than for consumer products. The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. If a firm has too few salespeople, or the wrong kind, some important personal selling tasks may not be completed. D. help train intermediaries' salespeople and set up retail displays. 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. 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 … C. are customer service reps who resolve problems after purchases have been made. C. Producers' order takers-train, explain, and collaborate. The manufacturer should hire some: Gloria Highnote works for CD Wholesale. E. partnership selling. 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. True False 17. 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). Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. Which of the following is a good example of a sales technology? D)help train intermediaries' salespeople and set up retail displays. are sales reps … True False Unlock to view answer. 158.The missionary salesperson's primary purpose is to sell to the producer's customers. product category and focus on the strategic role of the various brands in order to build . ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. May be the first to hear about a new competitor or a competitor's new strategy. D) current sales and support sales. D.missionary sales reps are likely to close deals with leads. B. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. The Importance and Role of Personal Selling. Missionary sales rep. B. D. help train intermediaries' salespeople and set up retail displays. Diagrams. Order getting: confidently seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. E)do a lot of aggressive selling. B . The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . A major accounts sales force is used to sell to small retailers who are not covered by wholesalers in the channel. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. Order-getters are concerned with establishing relationships with new customers and developing new business. 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. 13) In a decentralized system, individuals who oversee management of the entire . 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. Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. B. missionary sales. Dale Jetta sells life insurance. 149. ... the reps will send in leads to customers who want networking equipment. It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. Multi-channel environment. The rep … A salesperson on straight salary earns the same amount regardless of how he or she spends time. Missionary selling is a form of personal sales in which the salesperson provides information to an individual who will influence the purchase decision. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons D. A rep who services his or her customers. Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. are order takers . Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. B. sending an entire team of sales representatives into the field. Missionary sales reps: A. are order takers. Salespeople are likely to be dissatisfied if they can't see the relationship between the results they produce and their pay. order takers usually do very little aggressive selling. 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. True False 12. D.missionary sales reps are likely to close deals with leads. 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. Which of the following types of salespeople is essential for selling installations to producers? 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. 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. Territorial marketing manager. For the purposes of this book, we will categorize salespeople by their activities. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . He seeks to influence a person or buying entity to sell the product to the end customer. D. help train intermediaries' salespeople and set up retail displays. are order takers . Approximately how many salespeople does Allied need to service 500 accounts? These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . Andrea should look for a job as a: help train intermediaries' salespeople and set up retail displays. Every salesperson works a 40-hour week and takes off two weeks for vacation each year. ... the reps will send in leads to customers who want networking equipment. Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. Producers of all kinds of products, especially business products, have a great need for order getters. 73. 53. Which of the following is an accurate description of the sales task listed? She calls new residents in the city to try to get subscriptions for home delivery. The sales force can aid in aid in the marketing information function too. B. are sales reps in training. 148. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. 145. 355) 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. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms D) help train intermediaries' salespeople and set up retail displays. Difficulty: Medium Spiro - Chapter 001 #72. E) do a lot of aggressive selling. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. D. sales quotas play no role in any of the methods. Mobile. B) are sales reps in training. This is used to convince a person who has never used a … Female sales reps are rarely successful. B) current-customer sales and new-business sales. Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. And having too many salespeople wastes money. (p. 366) Regarding sales force compensation methods: A. combination plans provide some security and some incentive. 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. Missionary sales rep for Lilly pharmaceuticals, calling on physicians. This is used to convince a person who has never used a … In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. 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). B. straight commission avoids the need to consider a sales quota. Order Taker 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. using a number of methods or channels to accomplish the selling function. The missionary sales rep has an indirect, albeit important, role in the sales process. He seeks to influence a person or buying entity to sell the product to the end customer. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. 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 People . 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. Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. product category and focus on the strategic role of the various brands in order to build . Mark answers customer questions about the firm's products and arranges for routine orders to be sent to the customer's construction site. E. Consultative sales rep. 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. C. sales engineering. Anyone who is studying for these Selling and Sales terms can attempt these flashcards quizzes. Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. Multiple Choice Question Difficulty: Easy LearnObj: 6 Question Type: Self-Test 142. This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. 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. 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