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Question
Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.Because Po is not meeting with prospects, her time is divided into 2-3 day blocks of attending trade shows or training resellers. Which of the following is most likely true?
A) Po has a flexible job so maintaining a schedule is unrealistic.
B) Po should rely on floaters to record appointments and deadlines.
C) Po's situation is too unusual to fit into appointment calendars.
D) Po should return emails promptly but return calls every few days.
E) Po should plan to return emails and calls within her larger time blocks.
Answer
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Related questions
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The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line, company marketing strategies, territory information, and business trends. What are the other two?
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B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
E) attitudes toward the company, its products, and its customers; application of personal selling principles and practices
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A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
D) can be helpful when used in conjunction with other criteria
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B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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C) fear of making a mistake
D) fear of asking for the close
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C) enable a salesperson to admit that a performance problem exists
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________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
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B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance improvement
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The size of the firm should dictate the scope of the sales training program.
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The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."