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20 Cards in this Set
- Front
- Back
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Key issues for sales managers in 21st century |
Long-term relationships with customers; nimble and adaptable sales structures; fewer functional barriers; coaching management style; leverage tech; incorporate all activities and and outcomes in performance evaluations. |
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Tech used by salespeople |
Accessibility via computers and mobile phones, interactive web presences, EDI, ECR, CRM. |
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Sales mgmt process |
Formulation of a sales program, implementation of the program, evaluation and control of the program |
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External environmental effects on sales |
Gov't regulations, changes in the environment create new marketing opportunities (cars, environmental trends) |
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Legal-political environment |
Regulation of business conduct. Antitrust, Consumer Protection, Equal Employment Opportunity. |
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Tech environment |
Changes how salespeople/managers do their jobs; influences sales strategies; opportunities for product development; transportation, communication, and data processing. |
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Social and Cultural environment |
Ethics; relationships with salespeople; interactions between salespeople and customers; managers must influence ethical performance by example; ethical standards reflect integrity of firm. |
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Natural environment |
Nature influences demand for products: weather, natural disasters, availability of raw materials, energy resources. Shortages may cause demarketing; possible negative environmental impact from production. |
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Demarketing |
Efforts aimed at discouraging the demand for a product. |
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Initiator |
One that perceives problems/opportunities requiring a new product or service. |
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User |
One uses or works with a product or service. |
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Influencers |
One who provides information for evaluating products or suppliers. |
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Gatekeeper |
One who controls the flow of information. |
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Buyer |
One who contacts the selling organization and places orders. |
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Decider |
One who is the final authority to purchase. |
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Controller |
One who determines the budget. |
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Trade servicer |
Provides customers with merchandising and promotional assistance. |
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Missionary Seller |
Persuades customers to buy products from distributors. |
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Technical seller |
Offers current customers technical/engineering assistance. |
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New business seller |
Identifies and obtains business from new customers. |
