A combination compensation plan is the most effective method for motivating sales personnel to escalate their selling efforts.
Indicate whether the statement is true or false
Question 2Buyers want to exert only minimal effort to obtain shopping products.
Indicate whether the statement is true or false
Question 3During team selling, the engineers are usually the ones who take the lead because of the specialized products being sold.
Indicate whether the statement is true or false
Question 4The gross margin percentage on convenience goods is usually fairly high because they are low-priced items.
Indicate whether the statement is true or false
Question 5If possible the salesperson should have the prospect view, touch, or test the product during the presentation.
Indicate whether the statement is true or false
Question 6Per-unit gross margins on convenience products are relatively high.
Indicate whether the statement is true or false
Question 7Personal selling does not normally occur in retail environments.
Indicate whether the statement is true or false
Question 8Consumers are reluctant to purchase substitute brands if a desired brand of a convenience product is unattainable.
Indicate whether the statement is true or false
Question 9John is a sales manager at IBM. He is analyzing sales reports and interviewing key personnel in his department to find out what traits and activities his most successful salespeople share in common. He also wants to determine some of the traits that unsuccessful salespeople have had so he knows what to avoid. John plans to use this to develop a set of requirements for future salespeople, as well as to be aware of potential weaknesses that could lead to failure. John is most likely performing these activities because he is
A) determining sales force size.
B) establishing sales force objectives.
C) compensating salespeople.
D) recruiting and selecting salespeople.
E) motivating salespeople.
Quick Reply
