Sales Force Management Exam 2 Chapter 8

Sales Force Management Chapter 8
  
Created Dec 13, 2011
by
wango002
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Side ASide B
Selection Criteria
Criteria for selecting good salespeople
Physical Characteristics
·       Cannot be legally collected...
Skill variables
Aptitude, Personal Characteristics,  Skill Levels, Role Perceptions, Motivation,...
Aptitude
Native abilities and enduring personal traits relevant to the performance...
Personal Characteristics
physical characteristics, family background, education, work and sales...
Skill Levels
learned proficiencies at performing job activities – management:...
Role Perceptions
perceptions of job demands and the expectations of role partners –...
Motivation
desire to expend effort on specific job activities – management:...
Organizational and environmental factors
Sales potential of a salesperson’s territory, salesperson’s autonomy,...
Trade selling
Age, maturity, empathy, knowledge of customer and business methods
Missionary selling
Youth, high energy and stamina, verbal skills, persuasiveness
Technical selling
Education, product and customer knowledge, intelligence
New-business selling
Experience, age and maturity, aggressiveness, persuasiveness,...


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