All Matches

Solution Library

Expert Answer

Textbooks

Search Textbook questions, tutors and Books

Oops, something went wrong!

Change your search query and then try again

Result Not Found

Books FREE
Tutors
Study Help
Hire a Tutor
AI Study Help New

Search
Sign In
Register

study help
business
selling and sales management

Questions and Answers of Selling And Sales Management

4 What is customer relationship management? Describe how a salesforce automation company like Salesforce.com can help you manage customer relationships more effectively.
5 Using specific examples to illustrate the points being made, distinguish between the ‘intranet’ and the ‘extranet’ and explain how these two systems are used in a marketing context.
6 How can a company that engages in e-marketing reduce the perceived risk that might be inherent in the mind of a new customer in a website transaction?
How many salespeople are required?Silverton Confectionery is a growing Berkshire-based company specialising in selling quality chocolates and sweets at higher than average prices through newsagents
1 Carry out a full decision analysis for Classical Reproductions Ltd, using the following informationPrior probabilities for the various events for the next 12 months are:(A) = 0.3 (B) = 0.4 (C) =
2 The marketing manager also wants the new salesforce to be incentivised to ensure a good product launch. She recognises the importance of the sales budget in motivating and controlling the
1 The marketing manager for the relaunch of the SuperCook range in the United Kingdom wants a system of forecasting that will provide as accurate a picture as possible of first year sales in order to
3 Having applied Bayesian decision theory to this example, what do you consider are its advantages and disadvantages?Background to the application of Bayesian decision theory It has been mentioned
2 Carry out a pre-posterior analysis and find the expected value of perfect information (EVPI).Background to the application of Bayesian decision theory It has been mentioned throughout the chapter
5 In the context of sales remuneration discuss the psychological motives of each of Darmon’s five types of individual salesperson: i.e. Creatures of habit; Satisfiers; Trad-off-ers; Goal orientated
3 Give two examples of each with appropriate justification of products or services that tend to utilise:(a) A straight commission remuneration system;(b) A straight salary remuneration system.
Going where others might fear to tread . . . but still needing direction.Rovertronics was established in 1965 by Arthur Sullivant, an Oxford-educated cybernetics scientist who invented one of the
1 It is impossible to motivate, only to demotivate. Discuss.
3 What key elements should be included in a typical job description for a salesperson?
2 Do you agree with Spencer or Preedy or neither? Plastic Products Ltd is a company that produces and markets plastic cups, teaspoons, knives and forks for the catering industry. The company was
1 What general factors should be taken into account when recruiting salespeople? Plastic Products Ltd is a company that produces and markets plastic cups, teaspoons, knives and forks for the catering
6 Using appropriate examples, explain the role of direct response advertising within the overall marketing communications mix.
4 Discuss how SMS and email can complement direct mail, the traditional tool of direct marketing.
2 What is database marketing? Explain the types of information that are recorded on a database.
1 Compare the strengths and weaknesses of direct mail and telemarketing.
5 What type of company might benefit most from SMS? Text messaging (the sending of brief written messages directly to a cellular telephone) has been a phenomenon of the twenty-first century – it is
4 What might account for the very positive response to SMS? Text messaging (the sending of brief written messages directly to a cellular telephone) has been a phenomenon of the twenty-first century
3 What factors might reduce the acceptability of SMS for customers? Text messaging (the sending of brief written messages directly to a cellular telephone) has been a phenomenon of the twenty-first
2 What types of strategic messages might be delivered in future? Text messaging (the sending of brief written messages directly to a cellular telephone) has been a phenomenon of the twenty-first
1 Why might someone be prepared to pay to receive marketing messages? Text messaging (the sending of brief written messages directly to a cellular telephone) has been a phenomenon of the twenty-first
3 How might Kettle sustain or even increase its 30 per cent year-on-year growth? Kettle Foods has discovered that its Chips brand does not need advertising support. Might this be a problem now
2 Suggest ways in which Kettle Foods can surmount the threat from own-label brands, with particular reference to direct marketing. Kettle Foods has discovered that its Chips brand does not need
1 Which view is the more convincing – Teer’s or Layish’s? Give reasons to justify your answer. Kettle Foods has discovered that its Chips brand does not need advertising support. Might this be
2 What are the key skills required of a key account manager?
Analyse the reasons for the failure to secure the order and discuss the lessons to be learnt for key account management. Cloverleaf plc was a UK-based supplier of bottling machinery used in
5 Negotiation is an important part of the sales process, but it is sometimes said that this is a different skill to other skills needed by sales communicators. Are there any situations in which a
4 What are the benefits of an effective controlled sales process for the customer, the salesperson, the sales manager and the company? Sales research undertaken at Loughborough University examined
3 What management tools and techniques could be used to ensure a controlled sales process is effective? Could information technology help? Sales research undertaken at Loughborough University
2 Why do salespeople spend so much time unproductively? How can this be reduced? Sales research undertaken at Loughborough University examined the duration and proportion of time that car dealership
1 This case study is based on car dealerships. How representative is this of other industries? Sales research undertaken at Loughborough University examined the duration and proportion of time that
Thomas Maggs is head buyer for cereals and cereal-related products at Morrisco Markets, one of Britain’s top supermarket chains. Morrisco has a 14 per cent share of the UK grocery market with a
7 ‘Let me think about it. The Clearprint rep is coming next week. I should like to discuss the points you’ve raised with him.’ You have an appointment to see George Kirby, sales office manager
6 ‘My staff have got used to using the Clearprint. I’ll have to spend time showing them how to use your machine.’ You have an appointment to see George Kirby, sales office manager of Plastic
5 ‘How do I know your service will be any better than Clearprint’s?’ You have an appointment to see George Kirby, sales office manager of Plastic Foods Ltd, with regard to the hire of a Mordex
4 ‘Aren’t your hiring charges much higher than Clearprint’s?’ You have an appointment to see George Kirby, sales office manager of Plastic Foods Ltd, with regard to the hire of a Mordex
3 ‘Doesn’t your firm have a bad reputation?’ You have an appointment to see George Kirby, sales office manager of Plastic Foods Ltd, with regard to the hire of a Mordex photocopier. You are
2 ‘We haven’t had any major problems with the Clearprint so far.’ You have an appointment to see George Kirby, sales office manager of Plastic Foods Ltd, with regard to the hire of a Mordex
1 ‘I’m sorry, I have an urgent meeting in ten minutes’ time. Can we make it quick?’ You have an appointment to see George Kirby, sales office manager of Plastic Foods Ltd, with regard to the
4 The primary task of a sales representative is to sell the company’s products and services. What additional tasks do you feel a salesperson might undertake and how will it affect their selling
3 Give examples of marketing situations when the use of personal selling is most likely to be particularly effective and important.
Standa is a hydraulic braking system that has been around for 15 years, used by most of the major truck and lorry manufacturers. It has been very reliable, but has perhaps lost its way and key
3 Prepare a list of possible objections and your responses to them. The O’Brien Company manufactures and markets a wide range of luggage, including suitcases, handbags and briefcases. The company
2 Prepare a sales presentation for the briefcases. The O’Brien Company manufactures and markets a wide range of luggage, including suitcases, handbags and briefcases. The company is organised into
1 What are your sales objectives? What extra information would be useful? The O’Brien Company manufactures and markets a wide range of luggage, including suitcases, handbags and briefcases. The
7 Value analysis is a useful tool that can lead to significant reductions in costs of production. Using appropriate illustrations explain how this can positively assist an organisation’s
5 What is meant by the USP? How is it of use to the salesperson?
1 Quality Chilled Foods has asked you, a public relations consultant, to advise it what to do in relation to its retail customers in particular and the public in general. The company has absolute

Showing 1300 - 1400 of 1352

1
2
3
4
5
6
7
8
9
10
11
12
13
14

Services

Sitemap
Fun
Definitions
Become Tutor
Study Help Categories
Recent Questions
Expert Questions

Company Info

Security
Copyrights
Privacy Policy
Terms & Conditions
SolutionInn Fee
Scholarship

Get In Touch

About Us
Contact Us
Career
Jobs
FAQ
Campus Ambassador

Secure Payment

Download Our App

© 2024 SolutionInn. All Rights Reserved