SM_OUTLINE_CHAPTER4

SM_OUTLINE_CHAPTER4 - CHAPTER 4 THE MARKET-DRIVEN SALES...

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CHAPTER 4 THE MARKET-DRIVEN SALES ORGANIZATION I. FACTORS INFLUENCING ORGANIZATIONAL DESIGN AND STRUCTURE II. MARKETING AND MARKETS A. Salespeople Work In Two Markets 1. Consumer Markets 2. Business Markets III. SALES JOBS ARE VARIED AND CAN BE CLASSIFIED A. Seven Major Categories 1. Category One – position where the salesperson is predominantly an inside order taker, like the McDonald's hamburger salesperson behind the counter. 2. Category Two – positions where the salesperson predominantly delivers the product, such as milk, bread, fuel, oil, and so forth. 3. Category Three – positions where the salesperson is predominantly an order taker but also works in the field, such as selling soap, food, or health and beauty aids to retailers. 4. Category Four – positions where the salesperson is not expected or permitted to take an order but is asked only to build goodwill or to educate the actual potential user—the textbook publisher's salesperson or the medical detailer representing an ethical pharmaceutical house. 5. Category Five – positions where the major emphasis is placed on technical knowledge, such as an engineering salesperson who is primarily a consultant.
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6. Category Six – positions that demand the creative (specialty) sale of tangibles
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SM_OUTLINE_CHAPTER4 - CHAPTER 4 THE MARKET-DRIVEN SALES...

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