You are appointed as the B2B sales representative of a manufacturing company. What are the various tasks that you will have to perform as a B2B salesperson?
What will be an ideal response?
The following activities have to be performed by a salesperson: (1 ) prospecting, (2 ) targeting, (3 ) communicating, (4 ) selling, (5 ) servicing, (6 ) information gathering, and (7 ) allocating.
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Identify the situation where channel members have significant bargaining power over the marketing manager
A) When the channel's sales volume is low relative to the product's total sales volume. B) When the product is well differentiated from competitors. C) When the channel poses a credible threat of backward integration. D) When the channel has high switching costs.
Ken Blanchard says that the key to developing people is to:
A) focus on catching them doing something right B) give them a clear path to follow for their careers C) mentor them closely for many years D) make sure they're in jobs that fit their skill sets E) use both internal and external rewards
The following is a measure of a manager's performance working in an investment center
A) budget performance report B) rate of return and residual income measures C) divisional income statements D) all of the responses
DPMO is calculated as?
a. DPMO = OFD per unit / (number of defects)(number of units) b. DPMO = number of units / (OFD per unit)(number of defects) c. DPMO = number of defects / (OFD per unit)(number of units) d. DPMO = number of units)(OFD per unit)(number of defects