P 390 you are offered a sales position and given a

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(p. 390) You are offered a sales position and given a choice of salary plus a small commission or straight commission. What are the advantages and disadvantages of each? Salary plus a small commission provides a stable source of income and some incentive for performance. Straight commission directly rewards performance, with the potential for greater compensation, but often results in an unstable income flow. And if you sell nothing, your income is $0. 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 128. (p. 390) Why are nonfinancial rewards important? Sales representatives are motivated by different rewards. For some, financial rewards are sufficient. For many others, the kind of recognition that comes from nonfinancial reward is very
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valuable and the key to future success. Nonfinancial rewards like plaques, certificates, pens, lapel pins, etc., are symbols of success that can be shared with others. 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 129. (p. 382) What is relationship selling? It is a sales philosophy and process that emphasizes a commitment to maintaining relationships with customers over the long term and investing in opportunities that are mutually beneficial. AACSB: Analytic Blooms: Remember Difficulty: 2 Medium Learning Objective: 18-01 Describe the value added of personal selling. Topic: Personal Selling 130. (p. 382) For a car salesperson, what are good ways of generating leads? For consumer sales, satisfied customers and networking through organizations are often good sources of leads. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-01 Describe the value added of personal selling. Topic: Personal Selling 131. (p. 385- 386) Warren has just finished his sales presentation. He knows half the battle is asking questions. What is the other half? The other half is carefully listening to the answers customers give. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 132. (p. 386) Merl, an architect, made his presentation to the potential customer and handled objections. What does Merl need to do next, and why is this stage so stressful?
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He needs to close the sale. This is stressful because, if he does not close the sale, he will go away empty handed. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 133. (p. 387) After installing a new HVAC system, what should Frank's Heating & Air Conditioning do to help to ensure customer satisfaction? Frank should call a day or two later to see if the customer is having any problems. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 134.
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