MKT 608 Final Practice Exam
Sales Management Ethics
Business Ethics Training
Business Ethics
Ethical Behavior
Company Codes
Boundary Spanner
Boundary Salesperson
Border Salesperson
Scope Spanner
Scope Salesman
Monitoring ethical climate
Through their own actions
Eliminating ethical stress
Increasing compensation
Listening to customer suggestions
The best possible solution
Trueness
Ideals
Moral Judgments
Ideas
Altruism
Relativism
Mentalism
Egoism
Immoralism
Territory Management
Sales Area
Sales Territory
Trading Area
Assigned Area
States
Counties and Zip Codes
Trading Areas
Rural Areas
Cities & Metropolitan Areas
Sales managers should assign best salespeople to territories with the high sales potential.
Sales personal should be ranked on customer characteristics, market traditions, and social influences.
Salesperson may be outstanding in one territory and weak in another, even though sales potential and workload for the two territories are similar.
The goal in matching salespeople to territories is to maximize the territory's sales potential, effectiveness within a territory ultimately determines the salesperson's assignment to that territory.
Coaching Sales People
Compensating Income Adjustment
Developing Sales Territories
Making Sales Calls in the Field
Analyzing Sales Presentations
Concentration Principle
Return on Time Invested
Parkinson's Law
Time Traps
Effectiveness
The product require frequent calls and frequent servicing
The job is routine
To reduce travel time of salespeople
To improve salesperson's flexibility and initiative
To improve territory coverage
Hire from Within
Referrals
Family Members
Colleges
Competitors
5%
10%
15%
20%
23%
Appearance
Product
Budget
Needs
Legal
1-2
2-3
3-4
4-5
All of the above
Socializing
Intelligence
Personality
Knowledge
Attitude & Lifestyle
Training program inputs
Anticipated changes
Save Money
Long run outputs
None of the above
Learning, reaction, observation, behavior
Reaction, observation, learning, results
Reaction, learning, behavior, results
Observation, reaction, action, consequences
Reaction, Observation, action, consequences
Lectures
Simulation games
Demonstrations
On-the-job training
Conferencing
Thoroughly research the culture of the host country.
Try to not schedule too many questions-and-answer sessions during a class break or after class
Avoid idioms
Offer English classes
Include managers and others given foreign assignments in training
Interested in making an immediate sale
Work along with little product knowledge
Ignores headquarters marketing people
Uses high pressure
Depends on providing helpful information and services to secure business
Training stage
Establishment stage
Development stage
Preparation stage
Maturity stage
Initiation, direction, and intensity
Direction, dynamic, and initiation
Persistence, intensity, and initiation
Intensity, direction, and persistence
Dynamic, persistence, and initiation
Career Plateauing
Career Decline
Career Disengagement
Career Maturity
Career Escalation
Power
Achievement
Affiliation
Righteous
Direct