List the major types of salespeople and indicate how they differ.
What will be an ideal response?
There are inside salespeople, outside salespeople, and support personnel. Inside salespeople support personnel or take orders, follow up on deliveries, and provide technical information. An outside sales force is also important. Usually their sales calls are more consultative and are built on developing long-term relationships. Some salespeople concentrate on current-customer sales. Sales personnel who concentrate on current customers call on people and organizations that have purchased from the firm before. These salespeople seek more sales from existing customers by following up on previous sales. New-business sales personnel locate prospects and convert them into buyers. Support personnel facilitate selling but usually are not involved solely with making sales. They engage primarily in marketing industrial products, locating prospects, educating customers, building goodwill, and providing service after the sale. The three most common kinds of support personnel are missionary, trade, and technical salespeople.
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Which research, though flawed, drew attention to the idea that managers using good human relations could improve worker productivity?
A. Maslow's hierarchy of human needs B. Operations research C. Theory Y D. Fayol's administrative management E. The Hawthorne studies
The hardest employees to retain are ______. a. Generation X b
a. Generation X b. Millennials c. Baby Boomers d. Traditionalists
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Indicate whether the statement is true or false
Answer the following statement(s) true (T) or false (F)
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