CHAPTER 5_Test your knowledge(3).pdf - CHAPTER 5 Test your knowledge CHAPTER 5 Questions 1 CHAPTER 5 Question and Answer 1 In order to determine whether

CHAPTER 5_Test your knowledge(3).pdf - CHAPTER 5 Test your...

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2019/08/27 1 CHAPTER 5 Test your knowledge CHAPTER 5 Questions
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2019/08/27 2 Textbook:Van Heerden, N., Mulder, D., & Sephapo, C.M. 2019. Integrated marketing communication. Fourth Edition. Pretoria: Van Schaik Publishers CHAPTER 5 Question and Answer: 1. In order to determine whether or not sales efforts are successful, salespeople need to be evaluated to establish performance standards. Describe TWO (2) measures a sales manager can utilise in order to evaluate the sales performance of his/her sales team? (2 marks) © Ms S Petrou CHAPTER 5 Question and Answer: 2. Mrs Nkomo is in the market for a new car. She walks into a BMW dealership and is addressed by a knowledgeable salesperson eager to make a sale and help Mrs Nkomo buy a car that best suits her needs. You notice that Mrs Nkomo displays characteristics of being cool and detached. Identify the personality type displayed by Mrs Nkomo portays and suggest how the salesperson should conduct the sales interview in order successfully sell a vehicle to Mrs Nkomo? Note: The scenario is fictitious and not based on true facts. It is merely for application purposes in Questions 2. (2 marks) © Ms S Petrou
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2019/08/27 3 CHAPTER 5 Question and Answer: Girotti provides their consumers the opportunity to customise their ideal shoe with Italian flair. Girotti has an on going contract with a major leather supplier Comet Pelli from which high quality leather is purchased on a weekly basis for the production of the customised shoe. 3. Describe the TWO (2) types of buyers present in the scenario provided. Note: The scenario is fictitious and not based on true facts. It is merely for application purposes in Questions 3. (2 marks) © Ms S Petrou Textbook:Van Heerden, N., Mulder, D., & Sephapo, C.M. 2019. Integrated marketing communication. Fourth Edition. Pretoria: Van Schaik Publishers CHAPTER 5 Question and Answer: 4. There are three phases of building relationships in the personal selling process. Explain the FOUR (4) steps to be carried out by a salesperson in order to create relationships during phase 1 of the personal selling process. (4 marks) © Ms S Petrou
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2019/08/27 4 Textbook:Van Heerden, N., Mulder, D., & Sephapo, C.M. 2019. Integrated marketing communication. Fourth Edition. Pretoria: Van Schaik Publishers CHAPTER 5 Question and Answer: 5. Outline FIVE (5) characteristics and abilities of the professional salesperson that contribute to success when employed in an IMC strategy. © Ms S Petrou (5 marks) Image: 6. You are a sales manager at Future Cars Pty. Ltd based in Bryanston, Johannesburg. At a training session with your sales team, they mention that the most common buying signal that they notice when customers are ready to buy is when consumers ask about price. Advise your sales team on SEVEN (7) other possible buying signals that they should look out for during the sales presentation.
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  • Summer '19
  • Sales, van schaik, VAN HEERDEN

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