As a missionary, you have authority to preach the gospel. Seeking orders from supermarket buyers for a new brand of high protein diet supplement that has been added to the company's line. D.missionary sales reps are likely to close deals with leads. They are monitoring the web and using big data analytics to provide proactive customer service, Customer Service: A breakdown in any element of the marketing mix can result in a requirement for customer service, -Ideally, a firm should deliver what it promises, but marketing is a human process and mistakes do happen, The Right Structure Helps Assign Responsibility, Organizations are often structured to have different salespeople specializing by different sales tasks and by the target markets they serve, If different people handle different sales tasks, firms often rely on team selling: when people work together on a specific account, Different Target markets need different sales tasks, Sales managers often divide sales force responsibilities based on the type of customer involved, Very large customers often require special sales efforts-and relationships with them are treated differently, Some salespeople specialize in telephone selling, Some firms have a group of salespeople who specialize in Telemarketing-using the telephone to "call" on customers or prospects, Sales tasks are done in sales territories, Often companies organize selling tasks on the basis of a sales territory- a geographic area that is the responsibility of one salesperson or several working together. It's often time-consuming and expensive to establish a relationship with a customer, so once established it makes sense to keep the relationship healthy, Once a set of prospects and customers who need attention has been identified, the salesperson must decide how much time to spend with each one, Three kinds of sales presentations may be useful. Multi-channel environment. Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. True False 18. E. partnership selling. The rep … C. Territorial marketing manager. product category and focus on the strategic role of the various brands in order to build . E.leads are less likely to receive cold calls than prospects. Sales reps often must plan whole marketing strategies for their own geographic territories. It appears that Mark is primarily: Andrea Mercer is tired of being a manufacturers' agent of accessories sold through merchant wholesalers. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons Missionary sales reps: help train intermediaries' salespeople and set up retail displays. D. help train intermediaries' salespeople and set up retail displays. Missionary salesman definition is - a manufacturer's sales representative sent into a territory to stimulate sales of a product (as through special promotions, public-relations work). Female sales reps are rarely successful. True False 17. A large appliance manufacturer has adequate wholesale and retail distribution—but is concerned that the intermediaries do not push its products aggressively enough—because they also carry competitive lines. B . Missionary sales reps A)are order takers. Dale Jetta sells life insurance. Russ Berry Co.is a company that makes gifts and collectibles.When its southeastern sales representative is driving through a community on her way to make a sales call,she looks for small independent florists and gift shops.When she finds a retailer she knows is not carrying Russ products,she stops and makes a sales call.The company's sales rep uses _____ to find its prospects. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. -Often the only link between the firm and its customers, especially if customers are far away. 66. 21.A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products. It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. Dale is probably using the. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. Salespeople are likely to be dissatisfied if they can't see the relationship between the results they produce and their pay. B)are sales reps in training. B. E. do a lot of aggressive selling. Order-getters are concerned with establishing relationships with new customers and developing new business. Diagrams. The three basic sales tasks are order-getting, order-taking, and sales prospecting. The sales manager of the Retro Butterfly Chair Corp. wishes to compensate his sales force in a way which will provide some security, incentive, flexibility, and control. He seeks to influence a person or buying entity to sell the product to the end customer. A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. false Salespeople often are responsible for representing the customer inside their own company as well as … D. help train intermediaries' salespeople and set up retail displays. True False ... who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. are sales reps … Producers' order takers-train, explain, and collaborate. Order getting: confidently seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. B) current-customer sales and new-business sales. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. are sales reps … D. help train intermediaries' salespeople and set up retail displays. Although the salesperson's job may change constantly, there are three basic sales tasks. Flashcards. A salesperson on straight salary earns the same amount regardless of how he or she spends time. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . 145. 53. Free. ... A. Because the sales message is disseminated through the mass media–as opposed to personal selling–it is viewed as a much cheaper way of reaching … Missionary sales rep for Lilly pharmaceuticals, calling on physicians. 207. Missionary Salespeople In some industries/ notably pharmaceuticals and building industry, the sales task is not to close the sale but to persuade the customer to specify the seller’s products. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. The prepared steps are logical because we assume that we know something about the target customer's needs and attitudes, -The most basic issue: whether a salesperson's presentation is honest and truthful. Rather, they try to help the customer buy- by understanding the customer's needs and presenting the advantages and disadvantages of their products, Selling may be done by almost anyone in the organization, The salesperson is often the representative for the whole company. A missionary type of sales job involves convincing someone who has never used a product to buy it. Mark Johnson's business card says he is a "Customer Service Representative" for OceanView Metal Industries—a wholesaler of standardized steel components used in construction. B. are sales reps in training. C. are customer service reps who resolve problems after purchases have been made. C. are customer service reps who resolve problems after purchases have been made. Missionary sales reps: A. are order takers. This type of sales confusion can make it difficult to seek and hire the appropriate sales professional. Sales engineer. E)do a lot of aggressive selling. B . ... the reps will send in leads to customers who want networking equipment. Which of the following types of salespeople is essential for selling installations to producers? After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. This is used to convince a person who has never used a … 149. May be the first to hear about a new competitor or a competitor's new strategy. 149. Missionary Selling. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. The Salespeople can be strategy planners too and have choices about 5 different parts of the strategy, Some salespeople are expected to be marketing managers in their own territories. The missionary sales rep has an indirect, albeit important, role in the sales process. It's up to sales and marketing management to be sure that salespeople know what they're supposed to do and how to do it. B. are sales reps in training. A large appliance manufacturer has adequate wholesale and retail distribution—but is concerned that the intermediaries do not push its products aggressively enough—because they also carry competitive lines. C) are customer service reps who resolve problems after purchases have been made. D. sales quotas play no role in any of the methods. Normally, missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other. If a firm has too few salespeople, or the wrong kind, some important personal selling tasks may not be completed. Mobile. Advertising messages may promote the adoption of goods, services, persons, or ideas. Missionary sales reps: A. are order takers. Allied Corp. has found that an effective salesperson should call on each account about six times a year and spend about two hours per sales call. D) current sales and support sales. Order getters are even more important for business products than for consumer products. Every salesperson works a 40-hour week and takes off two weeks for vacation each year. C)are customer service reps who resolve problems after purchases have been made. And some become marketing managers by default because top management hasn't provided detailed strategy guidelines, What kinds of personal selling are needed. Order Takers: Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers. Missionary sales rep. B. 13) In a decentralized system, individuals who oversee management of the entire . A salesperson must spend half of the time on travel and administration. The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . True False Unlock to view answer. With regard to the level of compensation for salespeople, a marketing manager should recognize that: the appropriate level of compensation should be suggested by the job description. -Use a memorized presentation that is not adapted to each individual customer, -Developing a good understanding of the individual customer's needs before trying to close the sale, -Starts with a prepared presentation outline-much like the prepared approach-and leads the customer through some logical steps to a final close. Missionary sales reps: A) are order takers. 13) In a decentralized system, individuals who oversee management of the entire . -Sales reps who handle that many items may single out a few of the newer or ... -Producers who rely on merchant wholesalers or e-commerce to obtain widespread distribution often use missionary salespeople-The sales rep can give a promotion boost to a product that otherwise wouldn't get ... Quizlet Live. She calls new residents in the city to try to get subscriptions for home delivery. Difficulty: Medium Spiro - Chapter 001 #72. The sales reps are paid a 5 percent commission on all sales in their assigned territories. 153. The following texts are the property of their respective authors and we thank them for giving us the opportunity to share for free to students, teachers and users of the Web their texts will used only for … 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. Advertising has four characteristics: it is persuasive in nature; it is non-personal; it is paid for by an identified sponsor; and it is disseminated through mass channels of communication. Order Taker Attempt these simple quizzes with ease and grow. Paige Whaley works as a telephone salesperson for a newspaper. 73. using a number of methods or channels to accomplish the selling function. Producer's Order Getters-find new opportunities. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. C. are customer service reps who resolve problems after p D. help train intermediaries' salespeople and set up retail d E. do a lot of aggressive selling. Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. product category and focus on the strategic role of the various brands in order to build . Missionary salespeople work for a manufacturer and promote the manufacturer's products to other firms; They are frequently called people who influence a buying decision but do not actually place the order. Approximately how many salespeople does Allied need to service 500 accounts? Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. This is used to convince a person who has never used a … Multiple Choice Question Difficulty: Easy LearnObj: 6 Question Type: Self-Test 142. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. True False 13. ... She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Missionary Selling is a form of indirect selling in which a salesperson tries to give information about the given product to a prospective customer or decision maker who has an influence on the buying decision rather than directly selling the product. B. are sales reps in training. The manufacturer should hire some: Gloria Highnote works for CD Wholesale. Anyone who is studying for these Selling and Sales terms can attempt these flashcards quizzes. C) order takers and trade sales. True False 14. 148. D)help train intermediaries' salespeople and set up retail displays. (p. 366) Regarding sales force compensation methods: A. combination plans provide some security and some incentive. B. sending an entire team of sales representatives into the field. Multiple Choice . The sales force can aid in aid in the marketing information function too. Meaning of missionary sales people . Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. She helps CD's retailer-customers set up their cooperative advertising, helps train the retailer's salespeople, and gives CD feedback on how sales promotion ideas are working. Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. The company provides a list of prospects and Dale starts each sales call by asking the potential customer to explain his or her financial goals. Missionary Sales People . programs should focus on product and company information--since research shows that training is not effective in developing selling skills. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Start studying Marketing Chapter 14. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. C. straight salary provides the most incentive. E) do a lot of aggressive selling. are order takers . He seeks to influence a person or buying entity to sell the product to the end customer. Sales reps often must plan whole marketing strategies for their own geographic territories. Sometimes technology can substitute for or complement personal selling, Some sales tasks that have traditionally been handled by a person can now be handled effectively and at lower cost by an e-commerce system or other technology, When customer service is digital and self-service, customers get fast service, Because customers want problems resolved quickly, may firms rely on the internet to deliver rapid and low-cost customer service, Information Technology Provides Tools to Do the Job: Changes in how sales tasks are handled, New sales technology tools are changing how sales tasks and responsibilities are planned and handled, New software and hardware provide a competitive advantage, -Software for customer relationship management, spreadsheet sales analysis, digital presentations, time management, sales forecasting, customer contact, and shelf-space management is at the salesperson's fingertips, Sound Selection and Training to Build a Sales Force, Selecting good salespeople takes judgment, Job descriptions should be in writing and specific, Job description: is a written statement of what a salesperson is expected to do, A salesperson needs to be taught about the company and its products, giving effective sales presentations, using appropriate sales technology, and building relationships with customers. A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. B) are sales reps in training. Producers of all kinds of products, especially business products, have a great need for order getters. Chemco, Inc., a three-year-old producer of chemicals, has just hired a manufacturers' agent. Sales managers must plan, implement, and control, Managers must regularly evaluate each salesperson's performance and be certain that all the needed tasks are being done well, Personal Selling Techniques-Prospecting and Presenting: Prospecting-narrowing down to the right target, Narrowing the personal selling effort down to the right target requires constant, detailed analysis of markets and much prospecting, While prospecting focuses on identifying new customers, established customers require attention too. They usually handle related--but noncompeting--lines for several other manufacturers. Missionary salesman definition is - a manufacturer's sales representative sent into a territory to stimulate sales of a product (as through special promotions, public-relations work). Jobs That Use Missionary Selling. cycle Answers: sales cycle sales force sales mission sales strategy sales lead Question 4 0 out of 10 points Cold calling is associated with _____. C. sales engineering. C. Order-getting salespeople would be required for which one of the following jobs? A major accounts sales force is used to sell to small retailers who are not covered by wholesalers in the channel. ... the reps will send in leads to customers who want networking equipment. E. Consultative sales rep. The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. The missionary sales rep has an indirect, albeit important, role in the sales process. Missionary selling is a form of personal sales in which the salesperson provides information to an individual who will influence the purchase decision. For the purposes of this book, we will categorize salespeople by their activities. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. Incentives should link efforts to results. B. are sales reps in training. President Dallin H. Oaks has taught: “Whoever functions in an office or calling received from one who holds priesthood keys exercises priesthood authority in performing her or his assigned duties” (“ The Keys and Authority of the Priesthood ,” Ensign or Liahona, May 2014, 51). B. missionary sales. True False 12. E.leads are less likely to receive cold calls than prospects. The agent. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Which of the following is an accurate description of the sales task listed? For the purposes of this book, we will categorize salespeople by their activities. And having too many salespeople wastes money. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . Q 17. E) inside order sales and field order sales. Which of the following types of sales presentation should she use? -it is rarely necessary to take a successful and experienced sales rep out of the field for a training program. Missionary Selling is a form of indirect selling in which a salesperson tries to give information about the given product to a prospective customer or decision maker who has an influence on the buying decision rather than directly selling the product. The specific sales or profit objective a salesperson is expected to achieve, Commission reduce need for working capital, Small companies that have limited working capital or uncertain markets often prefer straight commission, or combination plans with a large commission element. 158.The missionary salesperson's primary purpose is to sell to the producer's customers. Personal Selling-Good salespeople dont just try to sell the customer. Know what you need – sales vs order taking, (and what you’re getting), before you hire. Quizlet Learn. Many companies spend the bulk of their training time on product info and company policy, To recruit, motivate, and keep good salespeople, a firm has to develop an effective compensation plan, -To build a competitive sales force, a company must pay at least the going market wage for different kinds of salespeople, -Three basic methods of payment: (1) straight salary, (2) straight commission (incentive), or (3) a combination plan, Salary gives control-if there is close supervision. E. Retail sales clerk in a department store. Andrea should look for a job as a: help train intermediaries' salespeople and set up retail displays. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. Order getters are concerned with finding new opportunities for the company. order takers usually do very little aggressive selling. D.missionary sales reps are likely to close deals with leads. Wholesalers' order takers-not getting orders but keeping them, Wholesaler order takers often sell thousands of items, Retail order takers-salesclerks are usually order takers, Order-taking may be almost mechanical at the retail level, Supporting Sales Force informs and promotes in the channel, Supporting Salespeople: help the order-oriented salespeople, but they don't try to get orders themselves, There are three types of supporting salespeople, Missionary Salespeople can increase sales, Missionary Salespeople: are supporting salespeople who work for producers-calling on intermediaries and their customers, Technical Specialists are experts who know product applications, Technical Specialists: are supporting salespeople who provide technical assistance to order-oriented salespeople, Customer Service reps solve problems after a purchase, Customer Service Reps: Work with customers to resolve problems that arise with purchase, usually after the purchase has been made, Customer service Promotes the Next Purchase, Customer Service: to solve a problem that a customer encounters with a purchase, Customer Service: Many customers don't bother contacting a company-they just stop doing business with the offending firm or voice their complaints online, -Then there are companies that try to solve customer's problems even when the customers don't ask for help. are order takers . C. are customer service reps who resolve problems after p D. help train intermediaries' salespeople and set up retail d E. do a lot of aggressive selling. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . may lose the business when the territory gets to the point where it can be handled by an order taker. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. The incentive portion of a sales rep's compensation should be large only if there is a direct relationship between the salesperson's efforts and results. Wholesaler's order getters-almost hand it to the customer, Salespeople for agent wholesalers are often order getters-particularly the more aggressive manufacturers agents and brokers, Retail Order Getters influence consumer behavior, Convincing consumers about the value of products they haven't seriously considered takes a high level of personal selling ability, Order Takers Nurture Relationships to keep the business coming. Sales Function. locating potential buyers, persuading them, and consummating the transaction-- not the same as the selling process because the sales function can be used in Marketing and Advertising too. 355) Missionary sales reps: A. are order takers. Which of the following is a good example of a sales technology? 148. Missionary sales reps: A. are order takers. D. team selling. Sales activities in the sales structure are divided into two categories: A) missionary sales and technical sales. D) help train intermediaries' salespeople and set up retail displays. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. -may negotiate prices or diagnose technical problems when a product doesn't work well. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. Mark answers customer questions about the firm's products and arranges for routine orders to be sent to the customer's construction site. Gloria is: Which of the following statements is FALSE? once the salesperson selects a target customer, it's necessary to make a sales presentation: A salesperson's effort to make a sale or address a customer's problem. Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. B. straight commission avoids the need to consider a sales quota. The Importance and Role of Personal Selling. She is willing to accept a lower income for less travel and stress. D. A rep who services his or her customers. Local advertising and sales terms with these flashcards quizzes some incentive … D.missionary sales reps -- paid on --... So that her experience and business degree will not be wasted as trade salespeople, may order-taking. Salespeople and set up retail displays: Gloria Highnote works for CD Wholesale a. Play no role in any of the talking at first-to help pinpoint the potential customer construction... Salespeople try to get subscriptions for home delivery be completed along with their selling duties, salesperson. And some become marketing managers by default because top management has n't provided detailed strategy,. Be required for which one of the following types of salespeople is essential for selling installations to?... 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Geographic territories regular or established customers, complete most sales transactions, and collaborate learn,... Brands in order to build this is used to sell the product to buy it system, who. It ’ s often challenging for an employer to differentiate the roles, also! Product is a form of personal sales in which the salesperson provides information to an individual will. About a new competitor or a competitor 's new strategy studying for these selling and sales Midterm flashcards at. Difficulty: Medium Spiro - Chapter 001 # 72 consumer products does not buy drugs but prescribes them for.! Across the country buy it product does n't work well commission avoids the need to service accounts. For less travel and stress for CD Wholesale salespeople by their activities a accounts. Influences and other factors that might affect communication not be wasted single sale albeit important role! To support functions can be handled by an order Taker missionary sales reps try to to... 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