Questions from General Marketing

Q: Why are team selling and relationship selling becoming more prevalent?

Why are team selling and relationship selling becoming more prevalent?

Q: Identify several characteristics of effective sales objectives.

Identify several characteristics of effective sales objectives.

Q: Identify and briefly describe the four promotional methods an organization can use

Identify and briefly describe the four promotional methods an organization can use in its promotion mix.

Q: How should a sales manager establish criteria for selecting sales personnel?

How should a sales manager establish criteria for selecting sales personnel? What do you think are the general characteristics of a good salesperson?

Q: What major issues or questions should management consider when developing a training

What major issues or questions should management consider when developing a training program for the sales force?

Q: What are some ways organizations can guard against intellectual property violations on

What are some ways organizations can guard against intellectual property violations on their websites?

Q: Explain the major advantages and disadvantages of the three basic methods of

Explain the major advantages and disadvantages of the three basic methods of compensating salespeople. In general, which method would you prefer? Why?

Q: If you were asked to provide a small tip (or bribe

If you were asked to provide a small tip (or bribe) to have a document approved in a foreign nation where this practice is customary, what would you do?

Q: What major factors should be taken into account when designing the size

What major factors should be taken into account when designing the size and shape of a sales territory?

Q: How does a sales manager, who cannot be with each salesperson

How does a sales manager, who cannot be with each salesperson in the field on a daily basis, control the performance of sales personnel?