Imagine that you are a sales manager at IBM. What sales training techniques will you use to train your sales force? Explain the benefits of each of the options presented in the text.
What will be an ideal response?
An on-the-job training program is excellent for communicating selling and negotiation skills, because managers can observe the sales trainees in real selling situations and provide instant feedback. They can also engage in role-playing exercises in which the salesperson acts out a simulated buying situation and the manager critiques the salesperson's performance. A much less expensive, but for some purposes equally valuable, training method is the Internet. Online training programs have revolutionized the way training happens in many firms. Firms can provide new product and service knowledge, spread the word about changes in company policies and procedures, and share selling tips in a user-friendly environment that salespeople can access anytime and anywhere. Distance learning sales training programs through teleconferencing enable a group of salespeople to participate with their instructor or manager in a virtual classroom.
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Auditors who prefer statistical sampling to nonstatistical sampling may do so because statistical sampling helps the auditor:
A. minimize the failure to detect a material misstatement due to nonsampling risk. B. reduce the level of tolerable misstatement to a relatively low amount. C. eliminate the cost of training auditors in the proper use of sampling techniques. D. measure the sufficiency of the evidential matter obtained.
Market testing of a new product can take a long time, and this can result in ________.
A. online guerrilla tactics by competitors that will disrupt the sales cycle of the product B. customers forming negative opinions about the product C. the company losing the excitement of a new product D. the product becoming obsolete by the time it reaches the target market E. competitors being able to develop marketing strategies to counter a product launch
Effective businesspeople use ____________________ mail to intercept and screen incoming calls
Fill in the blank(s) with correct word
A systematic approach to process analysis includes the step:
A) reengineering. B) integration. C) order fulfillment. D) define scope.