Term
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Definition
| Personal Characteristics + Managerial Skills -> Leadership Style -> Leadership Effectiveness |
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Term
| Personal characteristics of a leader |
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Definition
-self confidence
-initiative
-energy
-creativity
-maturity |
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Term
| Managerial skills of a leader |
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Definition
-problem solving
-interpersonal
-communication
-persuasive |
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Term
| Activities of a transactional leader |
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Definition
-clarifying rules
-providing verbal feedback |
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Term
| Activities of a transformational leader |
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Definition
-articulating a vision
-fostering group goals
-role modeling
-providing individualized support |
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Term
| Tools and techniques of leadership |
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Definition
-personal contact
-sales reports
-telecommunications
-printed aids
-sales meetings
-indirect supervisory aids |
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Term
| Types of indirect supervisory aids |
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Definition
-compensation plans
-territories
-quotas
-expense accounts
-sales analysis procedures |
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Term
| Outcomes of effective leadership |
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Definition
-well trained salespeople
-trust among salespeople
-citizenship behaviors
-better performance
-morale vs. job satisfaction |
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Term
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Definition
| a sense of common purpose and belief among group members that group goals can be attained |
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Term
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Definition
| is arguably a necessary, but not sufficient condition for employee morale |
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Term
| Problems encountered in leadership |
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Definition
-poor performance
-substance abuse
-cheating on expense accounts
-engaging in unethical behaviors
-third party sexual harassment |
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Term
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Definition
| Comprises a number of present and potential customers, located within a given geographical area and assigned to a salesperson, branch, or intermediary (retailer or wholesaling intermediary). |
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Term
| Benefits of good territory design |
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Definition
Enhances customer coverage
Reduces travel time and selling costs
Provides more equitable rewards
Aids evaluation of sales force
Increases sales for the sales organization
Increases morale |
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Term
| Procedure for designing sales territories |
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Definition
1. Select a control unit
2. Determine location and potential of customers
3. Determine basic territories
4. Assign salespeople to territories
5. Set up territorial coverage plans
6. Evaluate effectiveness of design |
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Term
| Territorial control units |
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Definition
states
counties
cities
zip code areas
MSAs (Metropolitan Statistical Areas) |
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Term
| Lots of presale and pos-sale activity ______ territory size |
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Definition
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Term
| a frequently purchased product _______ territory size |
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Definition
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Term
| a limited repeat sale ________ territory size |
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Definition
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Term
| new market-fewer accounts ________ territory size |
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Definition
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Term
| established market-more accounts ______ territory size |
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Definition
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Term
| selective (or exclusive) coverage ________ territory size |
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Definition
|
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Term
| extensive (or mass) coverage ________ territory size |
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Definition
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|
Term
| intensive competition _______ territory size |
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Definition
| decreases- unless market is oversaturated |
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Term
| limited competition ________ territory size |
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Definition
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Term
| Elements of a complete GIS |
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Definition
software
hardware
data
trained people |
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Term
| MPA (Marketing Profitability Analysis |
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Definition
| MPA = Sales Volume Analysis + Marketing Cost Analysis |
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Term
| Bases for analyzing sales volume |
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Definition
total sales volume
sales by territories
sales by products
sales by customer classifications |
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Term
|
Definition
is typically a single part of an overall CRM (Customer Relationship Management) system
Analyzes information from a variety of the firm’s different business functions (e.g. sales, marketing, accounting, purchasing, manufacturing).
Salespeople are sometimes resistant to SFA initiatives. |
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Term
|
Definition
Sales volume
-Cost of goods sold
Gross margin
-Direct expenses
-Indirect expenses
Net profit |
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Term
| Contribution-Margin Method |
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Definition
Sales volume
-Cost of goods sold
Gross margin
-Direct expenses
Contribution margin* |
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Term
| Ways to increase order size and reduce small order marketing costs |
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Definition
Substitute direct mail or telephone selling for sales calls or unprofitable or small-order accounts; or continue to call on these accounts, but less frequently.
Shift an account to a wholesaler or some other type of middleman rather than dealing directly, even by mail or telephone.
Drop a mass-distribution policy and adopt a selective one. This new policy may actually increase sales because sales reps can spend more time with profitable accounts.
Establish a minimum-order size.
Establish a minimum charge or a service charge to combat small orders
Substitute direct mail or telephone selling for sales calls or unprofitable or small-order accounts; or continue to call on these accounts, but less frequently.
Shift an account to a wholesaler or some other type of middleman rather than dealing directly, even by mail or telephone.
Drop a mass-distribution policy and adopt a selective one. This new policy may actually increase sales because sales reps can spend more time with profitable accounts.
Establish a minimum-order size.
Establish a minimum charge or a service charge to combat small orders
Substitute direct mail or telephone selling for sales calls or unprofitable or small-order accounts; or continue to call on these accounts, but less frequently.
Shift an account to a wholesaler or some other type of middleman rather than dealing directly, even by mail or telephone.
Drop a mass-distribution policy and adopt a selective one. This new policy may actually increase sales because sales reps can spend more time with profitable accounts.
Establish a minimum-order size.
Establish a minimum charge or a service charge to combat small orders |
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Term
| Behavior-based (versus outcome-based) performance evaluation leads to: |
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Definition
More product knowledge
More professionally competent reps
Organizational commitment
Sales reps working as a team
Sales reps who are intrinsically motivated
Better follow-up. |
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Term
|
Definition
| Days worked x call rate x batting average x average order |
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Term
| Clayton Antitrust Act (1914) and Robinson-Patmant (1936) |
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Definition
| dealt with price discrimination |
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Term
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Definition
| Enacted by many cities to regulate door-to-door salespeople from firms located outside the city |
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Term
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Definition
| Protects consumers requiring a time period (usually 3 days) to cancel contract, return merchandise for refund. |
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