欢迎来到天天文库
浏览记录
ID:16417494
大小:68.00 KB
页数:13页
时间:2018-08-09
《中山大学吴柏林教授 “广告创意”绝密资料_tif17》由会员上传分享,免费在线阅读,更多相关内容在行业资料-天天文库。
1、Chapter17—ManagingtheSalesForceTrue/FalseQuestions1.Closingasaletypicallyrequiresfourcalls,andthetotalcosttocompleteasalecanbeashighas$2,000.True(moderate)p.3332.Asalespersonwhoreliesoncreativemethodsforsellingtangibleproductsorintangiblesiscalledanordertaker.False(easy)p.3333.
2、Whendrugreps(pharmaceuticalsalespeople,alsocalled“detailers”)callonphysicianstoinformthemofnewprescriptionproductsandhelpthedoctorskeepuponthelatestresearchontheuseofdrugsinmedicaltreatments,theyareperformingintheroleofmissionarysalesperson.True(moderate)p.3334.Atechniciansales
3、representativeisonewhohasahighleveloftechnicalknowledgeabouttheproductbeingsold.True(moderate)p.3335.Adirectsaleforceconsistsoffull-orpart-timepaidemployeeswhoworkexclusivelyforthecompany.True(easy)p.3346.Asalesforcemaybejudgedbasedonsalesvolume,profitability,ortheabilitytosati
4、sfycustomers.True(easy)pp.333-3347.Companiesoftenspecializetheirsalesforcesalongindustryorcustomerlinesinamarkettypeofsalesforcestructure.True(moderate)pp.334-3358.One-thirdofcompaniesuseacombinationofbasesalarypluscommissionincompensatingtheirsalesforce.False(moderate)p.3369.C
5、ompaniesmayusemathematicalmodelstodeterminethesizeoftheirsalesforce.True(easy)p.33610.Afixedsalesforcecompensationplanworksbestwhenindividualinitiativeishighandproductsalesarecyclical.False(moderate)p.33611.Straightsalaryshouldbeemphasizedmoreinsalesjobswithahighproportionofnon
6、sellingduties.False(moderate)p.33612.Ifallotherfactorsareequal,salesrepresentativesonstraightcommissionneedlesssupervisionthanthoseonstraightsalary.True(easy)p.33613.Asalesforcewithmanynewhiresislessproductive.True(moderate)p.33714.Atime-and-dutyanalysisisaplanningtoolthathelps
7、salespeopleunderstandhowtheyspendtheirtimeandhowtheymightincreasetheirproductivity.True(moderate)p.33915.Moneyisnotatopmotivatorforsalespeopleacrosstheworld.True(moderate)p.3402311.Effectivesalespeoplewillhaveempathy,theabilitytofeelasthecustomerdoes.True(moderate)p.3372.Thetim
8、eforthesalespersontolearnasmuchaboutapotentialcustomer
此文档下载收益归作者所有