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
 
·       Cannot be legally collected...
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 – management:...
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, salesperson’s autonomy,...
10
Trade selling
 
Age, maturity, empathy, knowledge of customer and business methods
11
Missionary selling
 
Youth, high energy and stamina, verbal skills, persuasiveness
12
Technical selling
 
Education, product and customer knowledge, intelligence
13
New-business selling
 
Experience, age and maturity, aggressiveness, persuasiveness,...


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