For the purposes of this book, we will categorize salespeople by their activities. 13) In a decentralized system, individuals who oversee management of the entire . 148. 145. Producers' order takers-train, explain, and collaborate. True False Unlock to view answer. C. are customer service reps who resolve problems after purchases have been made. The three basic sales tasks are order-getting, order-taking, and sales prospecting. A salesperson must spend half of the time on travel and administration. D)help train intermediaries' salespeople and set up retail displays. 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 … B. Sales reps often must plan whole marketing strategies for their own geographic territories. Missionary sales reps: A) are order takers. Anyone who is studying for these Selling and Sales terms can attempt these flashcards quizzes. True False 18. 53. 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 … Jobs That Use Missionary Selling. He seeks to influence a person or buying entity to sell the product to the end customer. The Importance and Role of Personal Selling. Missionary sales rep for Lilly pharmaceuticals, calling on physicians. Dale is probably using the. 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. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. The missionary sales rep has an indirect, albeit important, role in the sales process. Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. The agent. ... She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Free. E)do a lot of aggressive selling. True False 14. C) order takers and trade sales. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. A salesperson on straight salary earns the same amount regardless of how he or she spends time. Difficulty: Medium Spiro - Chapter 001 #72. B. sending an entire team of sales representatives into the field. B . Producer's Order Getters-find new opportunities. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. are sales reps … It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Missionary Selling. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. E) do a lot of aggressive selling. order takers usually do very little aggressive selling. If a firm has too few salespeople, or the wrong kind, some important personal selling tasks may not be completed. They usually handle related--but noncompeting--lines for several other manufacturers. Diagrams. Order-getters are concerned with establishing relationships with new customers and developing new business. True False 17. 13) In a decentralized system, individuals who oversee management of the entire . Dale Jetta sells life insurance. D. sales quotas play no role in any of the methods. Missionary selling is a form of personal sales in which the salesperson provides information to an individual who will influence the purchase decision. C. are customer service reps who resolve problems after purchases have been made. 149. Which of the following is a good example of a sales technology? Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms True False ... who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. 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. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. A missionary type of sales job involves convincing someone who has never used a product to buy it. The sales force can aid in aid in the marketing information function too. D.missionary sales reps are likely to close deals with leads. 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. Learn vocabulary, terms, and more with flashcards, games, and other study tools. This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. D. A rep who services his or her customers. C. For the purposes of this book, we will categorize salespeople by their activities. Missionary sales reps: A. are order takers. 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. Incentives should link efforts to results. Salespeople are likely to be dissatisfied if they can't see the relationship between the results they produce and their pay. Although the salesperson's job may change constantly, there are three basic sales tasks. Missionary sales reps: A. are order takers. Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. This is used to convince a person who has never used a … Start studying Marketing Chapter 14. C) are customer service reps who resolve problems after purchases have been made. True False 12. Which of the following types of salespeople is essential for selling installations to producers? 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. Sales reps often must plan whole marketing strategies for their own geographic territories. Order Takers: Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers. B) are sales reps in training. 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. 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