Marketing Study Guide

Marketing Study Guide - Marketing Study Guide The...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
Marketing Study Guide The expectation associated with organizational citizenship is consistent with- REALTIONSHIP SELLING With increasing complexity in relationships between companies and customers, more are using- TEAM SELLING Joann is a highly motivated sales rep; she will spend considerable time- DEVELOPING SALES PRESENTATIONS The phenomenon of a small percentage of customers or products account for a high amount of sales- THE 80-20 PRINCIPLE The most commonly used method for accessing a salesperson’s performance- SALES ANALYSIS When designing sales territory, the sales manager should strive to make territories equal in terms of- WORKLOAD AND SALES POTENTIAL Valiances are the sales person’s perception of- THE DISIRABILITY OF RECEIVING MORE OF A PARTICULAR REWARD
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
The evolution of customer relationship marketing has progressed from- MASS MARKETING~>TARGET MARKETING~> CUSTOMER MARKETING~> ONE-TO-ONE MARKETING The Robinson-Patman act deals with- DISCRIMATORY PRICES AND SERVICES Sales people hired right out of college- TEND TO START AT A HIGHER SALARY THAN MOST OTHER PROFESSIONS A sales person engaged in cold cambassy would be-
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 6

Marketing Study Guide - Marketing Study Guide The...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online