What are the factors that influence whether or not personal selling will be effective? Provide examples of each factor.
What will be an ideal response?
Personal selling is more effective when the good or service is:
- new-to-the-world (e.g., a self-driving vehicle)
- infrequently purchased (e.g. a young couple buying a new home)
- highly technical or complex (e.g., the purchase of an advanced communications satellite by the U.S. Navy)
- viewed as risky (e.g., investing in an emerging markets mutual fund)
- customizable (e.g., a university medical center buying and implementing a new information system).
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Which of the following is likely to occur if a company has too many territories?
A) A salesperson would spend too much time traveling. B) Salespeople would fight over the geographic boundaries. C) It would increase a salesperson's income. D) A salesperson will not get enough time for selling.
In general, planning has many benefits. However, planning also has two cautions of which one must be aware. Discuss these.
What will be an ideal response?
The auditor of the revenue cycle of ABC Company computes an estimate of ABC's allowance for doubtful accounts and compares it to the estimate provided by ABC's management. The purpose for this procedure is to substantiate which assertion?
a. Existence of receivables. b. Cutoff of receivables. c. Valuation of receivables. d. Rights to receivables.
Identify a situation that could usually lead to a conflict of interest
a. A manager has to choose between two of his best employees for the post of assistant manager. b. A sales supervisor has to allocate targets to her team members, based on revenue generation probability per region. c. A market analyst is asked to create a comparative growth forecast for four firms in an industry. d. A purchase manager in a company runs an operation that produces the raw materials required by the company.