Miles was primarily an a new business specialist b

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Miles was primarily a(n) __________. A. new business specialist B. prospector C. order getter D. order taker E. sales support rep Miles was an order getter--someone who goes out and identifies business opportunities. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 95. (p. 388) Most beverage distributors have their delivery people act as the firm's sales representatives. The delivery people primarily function as: The delivery people will be primarily calling on existing customers, processing routine orders for beverages. This is what order takers do.
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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 96. (p. 388) Sue spends much of her time checking inventories, processing straight rebuys, and making sure that everything is going smoothly. Sue is primarily a(n): Sue is handling routine orders and checking inventory, which are tasks common to order takers. 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 97. (p. 388) When Derek walked into his local Radio Shack store he was not sure what he needed to improve his cell phone connection. The salesperson looked up the specifications on his current phone, showed him alternatives, and sold him a new phone. The salesperson was acting in the sales role of: The salesperson filled all of these roles, looking up technical specifications, discussing alternatives, and processing the sale of the new phone. 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
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98. (p. 389) The most important activity in recruiting salespeople is determining what the salesperson will be doing and: A. what personal tra salesperson shou well. B. when they are available to start work. C. whether to pay them on a commission basis or a salary D. how long they are likely to stay. E. what conflicts they may have with the sales manager's It is important to determine what traits and abilities a good salesperson needs to have, and to seek these traits in job candidates. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 99. (p. 388) David's firm had grown steadily and the products and systems had become more and more complicated. He had been a star representative and had personally serviced and developed all his accounts. In the past year or so, David and his sales colleagues were changing their approach due to the sales growth and increasing product complexity. Customer relationships were now
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