Sales Force Management Exam 2 Chapter 8

13 cards

Sales Force Management Chapter 8


 
  
Created Dec 13, 2011
by
wango002

 

 
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  Side A   Side B
1
Selection Criteria
 
Criteria for selecting good salespeople
2
Physical Characteristics
 

3
Skill variables
 
Aptitude, Personal Characteristics,  Skill Levels, Role Perceptions, Motivation,...
4
Aptitude
 
Native abilities and enduring personal traits relevant to the performance...
5
Personal Characteristics
 
physical characteristics, family background, education, work and sales...
6
Skill Levels
 

learned proficiencies at performing job activities...

7
Role Perceptions
 
perceptions of job demands and the expectations of role partners –...
8
Motivation
 
desire to expend effort on specific job activities – management:...
9
Organizational and environmental factors
 

Sales potential of a salesperson’s territory,...

10

Trade selling

 

Age, maturity, empathy, knowledge of...

11

Missionary selling

 

Youth, high energy and stamina, verbal...

12

Technical selling

 

Education, product and customer knowledge,...

13

New-business selling

 

Experience, age and maturity, aggressiveness,...

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