Explain how a compensation plan could be developed to provide incentives for experienced salespeople and yet make some provision for trainees who have not yet learned the job.
Answer to relevant QuestionsCite an actual local example of each of the three kinds of sales presentations discussed in the chapter. Explain for each situation whether a different type of presentation would have been better. Distinguish among the jobs of producers’, wholesalers’, and retailers’ order-getting salespeople. If one order getter is needed, must all the salespeople in a channel be order getters? Illustrate. Identify the strategy decisions a marketing manager must make in the advertising area. Explain why P&G and other consumer packaged goods firms are trying to cut back on some types of sales promotion like coupons for consumers and short-term trade promotions such as “buy a case and get a case free.” Describe the type of media that might be most suitable for promoting: (a) Tomato soup, (b) Greeting cards, (c) A business component material, (d) Playground equipment. Specify any assumptions necessary to obtain a ...
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