Ardens five dimensions could include reliability sell

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Arden's five dimensions could include: Reliability. Sell people what they want or need, not what is most profitable or available. Responsiveness. When a customer walks in with a problem, fix it promptly. Assurance. Show and explain our guarantee policy to customers. Empathy. Assure customers they are not stupid if they cannot follow the setup directions. Walk customers through the problem-solving process. Give them your extension number to call if they get stuck putting something together. Tangibles. Dress neatly and keep the sales floor looking clean and orderly. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 124. (p. 392) What kinds of ethical problems can be created by corporate policies? Sales reps may be asked to sell a product or service that they do not believe is in the best interests of their customers. This could be due to the expense, the level of quality, potential obsolescence, or similar product related concerns. Salespeople can be held accountable for illegal actions sanctioned by the employer, which can create ethical concerns and problems. AACSB: Ethics Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-04 Describe the ethical and legal issues in personal selling. Topic: Ethical and Legal Issues In Personal Selling 125. (p. 387- 391) Trent is creating a sales force for his new hydrogen-powered vehicles company. What questions will Trent will need to address when creating a sales force?
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Trent will first need to address the question of: Should he create a company sales force or use manufacturer's reps? If he creates his owns sales force, Trent will need to decide whether the salespeople will work individually or in teams. Depending on the rest of his marketing strategy, he will need to ask the question of whether the primary function of the salespeople will be to get orders or take orders. He will also need to ask himself if he should he compensate salespeople using straight salary, straight, commission, or salary plus commission. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 126. (p. 388- 389) Why is recruitment such an important part of sales management? The sales representative is the emissary for the company, so recruiting sales representatives means finding the right person to represent the entire company to customers and potential customers. In addition, recruitment is generally expensive, so if it is not done well--or if it must be redone--it adds needless expense to operations. Good recruitment takes time, and that time should be invested wisely. Sales managers accomplish their objectives through other people---the sales representatives. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 127.
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