P 388 what is the difference between an order getter

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(p. 388) What is the difference between an order getter and an order taker? An order getter is a salesperson whose primary responsibility is identifying, engaging, and obtaining orders from potential customers. An order taker processes routine orders. 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 135. (p. 389) On weekends, Everett often finds himself thinking about his customers and their problems. Sometimes Everett will figure out a potential solution and use his PDA to send it to his customer. What personal trait does Everett have that is important to sales success? Everett has empathy; concern about his customers and their problems. AACSB: Analytic Blooms: Apply Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 136. (p. 391) What basic rule should be used in creating sales evaluation criteria?
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Salespeople should only be evaluated and rewarded for those activities that are under their control. 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 137. (p. 390) What is the advantage to the firm of paying salespeople based on straight commission? Commission is a percentage of the sales volume or profitability. If the sales rep receives strictly commission, and no salary, it creates a strong motivation to make the sale, which may improve results produced by the sales force. AACSB: Analytic Blooms: Analyze Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 138. (p. 389) Sales experts have identified five key personal traits that are often found in successful salespeople. List and define these five traits. Personality. Good salespeople are friendly, sociable, and, in general, like being around people. Customers won't buy from someone they don't like. Optimism. Good salespeople tend to look at the bright side of things. Optimism also may help them be resilient—the third trait. Resilience. Good salespeople don't easily take no for an answer. They keep coming back until they get a yes. Self-motivation. Salespeople have lots of freedom to spend their days the way they believe will be most productive. But if the salespeople are not self-motivated to get the job done, it probably won't get done. Empathy - Good salespeople must care about their customers, their issues, and their problems. AACSB: Analytic Blooms: Analyze Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 139. (p. 387) What are some of the key functions performed by sales management? Sales management involves the planning, direction, and control of personal selling activities, including recruiting, selecting, training, motivating, compensating, and evaluating, as they
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apply to the sales force. AACSB: Analytic Blooms: Analyze Difficulty: 1 Easy Learning Objective: 18-03 Describe the key functions involved in managing a sales force.
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