MKTG344 - Chapter 8-15

Possible Ethical Compensation Issues could include all except:

The benefits of training the sales force include all EXCEPT:

Economic conditions are not important and do not affect market potential.

There are several non-financial compensation options which include all except:

If customers are not satisfied with the service provided they will always stay with your company.

Methods refers to the following:

The Sales Training Process consists of all of these stages EXCEPT:

Working with a company sales force or a sales agent is the same thing.

Salespeople choose their actions in all theories except:

SMART goals include:

Training programs should include both participative and non-participative methods.

Sales contests are short-term incentive programs that are implemented to motivate salespersons to accomplish goals.

Culture directly influences the personal selling process and impacts all sales training activities.

Compensation is an important determinant of sales force quality and performance.

The purpose of an evaluation is to improve salespersons and ultimately firm performance.

Motivation is something that comes from a person and a business cannot motivate others.

The fit of a salesperson with the market in which they operate can impact market potential.

The three main types of salespersons include all except:

Long-Range planning and Strategic Planning are the same thing.

Training methods include all EXCEPT:

All could be considered motivational tools except:

It is important to evaluate the sales training program to ensure it is meeting its objectives.

The marketing plan and the sales plan contain all of the following EXCEPT:Budgeting

When selecting a partner to work with, you should take into consideration all except:

Intense competition in home markets motivates firms to consider entering overseas markets.

Customer Relationship Management relies only on upper management and how they interact with salespeople.

When looking at market potential, you should consider all except:

SWAVE goals should be used when setting sales training program goals.

Compensation plans could include:

Performance Appraisal could include all except: