Sales and Personal Selling Process Essay

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CQT Test Potential Questions: MKT 240
Fall 2014

L: List
D: Define
G: Graph
E: Example
PC: Pros and Cons (advantages and disadvantages)
F: Formula

Culture and Sales (1)

a) Hofstede’s cultural dimensions (four) (L,D)
b) National, business, corporate culture sub-dimensions (at least four for each)(L,E)
c) International negotiation antecedents (L,G)

Marketing and Sales (2):

a) Five dimensions of business (L,D)
b) Marketing, marketing concept, marketing strategy (D)
c) Promotion vs personal selling, Impact of 4 types on AIDA (L,G)

The Walker, Churchill, Ford Model of Salesperson Performance (3):

a) Major components of the model (L,D,G) b) Three types of role perception and two types of motivation (L,D) c) Multiplicative nature of the motivation components (L,D,G) d) Apply the above to the case analysis (I will bring a short case)

Sales Management Process (4):

a) Four major dimensions (L,D,G)
b) Sub-dimensions of sales management (L,D,G)

Salesperson Motivation (5):

a) Four content-based motivation theories (L,D,G)
b) Four process-based motivation theories (L,D,G)
c) A multiplicative function of Expectancy-based Motivation (L,D,G,F)
d) Principles of quota system (at least five)(L)
e) Apply the above to the case analysis (I will bring a short WSJ case)

Personal Selling Process (6):

a) Selling approaches (philosophy levels)(Five)(L,D)
b) Seven-steps of the personal selling process (L)
c) Sources of prospecting (at least five) (L)
d) Criteria for qualifying (at least four) (L,D)
e) Presentation types (at least two) (L,D,G)
f) Objection handling sources and strategies (five)(L)
g) Closing techniques (at least five)(L, D)

Levels of Strategy (7):

a) Four levels of strategy (L,D,E)
b) Corporate growth strategy (L,G)
c) Miles & Snow strategy and Porter’s generic business strategy (L,D)
d) Four basic sales strategies (L,D)
e) Three buying situations (L, D)
f) Six buying center roles (L)
g) Principles (at least five) of the Art of War (L)

SPSR Critical Thinking (8):

a) Four SPSR case analytic steps (L,D)
b) Using the case provided, show your problem solving logic using the SPSR guideline.

Sales Forecasting (9):

a) Four levels of forecast (L,D,G)
b) Four types of top-down (judgment) approaches to forecasting (L,D, PC)
c) Four types of bottom-up (data) approaches to forecasting (L,D, PC)
d) Weighing judgment-based and data-based (PC)

Sales Force Organization (10):

a) Four types of specialization (L,D,PC)
b) Company salesforce and independent reps (D, PC)
c) Three major ways to determine sales force size (L,D,F)
d) Turnover calculation rule (F)
e) Call cost calculation rule (F)
f) Using the formula, estimate salesperson number, turnover rate, and call cost (the instructor will bring in the sales situation with data).

Sales Force Compensation (11):

a) Three types of compensation (L, D, Pros and Cons)
b) Salary/Commission BE graph and drivers (e.g., economy)(L,D,G)
c) Two Commission types (L,D) and two drivers for each(e.g., pre-sold)(L)
d) Three Expense management (L,D)

Sales Force Performance Evaluation
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