PS Chapter 11: Sales Management and Sales 2.0 – Flashcards
Unlock all answers in this set
Unlock answersquestion
sales management
answer
managing an organization's personal selling function to include planning, implementing, and controlling the sales management process
question
account targeting strategy
answer
the classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group
question
relationship strategy
answer
a determination of the type of relationship to be developed with different account groups
question
selling strategy
answer
involves the planning of sales messages and interactions with customers. Selling strategy can be defined at three levels: for a group of customers, such as a sales territory; for individual customers; and for specific customer encounters, referred to as sales calls.
question
independent representatives or manufacturer representatives
answer
independent sales organizations that sell complimentary, but noncompeting, products from different manufacturers; also called manufacturer's representatives
question
team selling
answer
the use of multiple-person sales teams in dealing with multiple-customer buying centers
question
trade shows
answer
generally industry-sponsored events in which companies use a booth to promote products and/or services to potential and existing customers
question
span of control
answer
the number of individuals who report to each sales manager
question
job analysis
answer
an examination of the tasks, duties, and responsibilities of the sales job
question
job qualifications
answer
indicate the aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job
question
job description
answer
a written summary of the job
question
assessment center
answer
systematic use of several assessment tools such as presentations, role playing exercises, group discussion, and business game simulations to identify candidate strengths and weaknesses relative to job qualifications or for employee development
question
needs assessment
answer
activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviors required to be successful
question
sales leadership
answer
activities that influence others to achieve shared goals to advance the organization
question
sales supervision
answer
sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis
question
field sales managers
answer
sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
question
motivation
answer
composed of three dimensions: intensity, persistence, and direction
question
reward system management
answer
selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
question
leadership style
answer
a general orientation applied to leadership activities. Transactional and transformation leadership styles are two well-known leadership styles
question
coaching
answer
sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
question
sales organization effectiveness
answer
an overall assessment of how well the sales organization achieved its goals and objectives
question
salesperson performance
answer
how well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives
question
sales organization audit
answer
a comprehensive, systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information
question
sales analysis
answer
examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales
question
cost analysis
answer
assesses the costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets
question
profitability analysis
answer
evaluates the results from combining sales and cost data to identify and assess sales organization profitability
question
performance management
answer
a performance evaluation approach that involves sales managers and individual salespeople working together on setting goals, giving feedback, reviewing, and rewarding
question
outcome-based evaluations
answer
evaluation of the actual sales results salespeople achieve
question
behavior-based evaluations
answer
evaluation of the activities salespeople perform in the generation of sales and in completing non selling responsibilities
question
behaviorally anchored rating scales (BARS)
answer
a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson has achieved
question
sales 2.0
answer
the use of customer-driven processes enabled by the latest Web technology to co-create value with customers
question
social networking
answer
the ability to create, access, and interact with networks of contacts electronically
question
cloud computing
answer
combing applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices
