How can the salesperson use follow-up activities to assess customer satisfaction? What are four components of effective follow-up?
What actions can a salesperson take to ensure customer satisfaction? Name and explain each action?
In what ways can the salesperson use technology to improve the buyer-seller relationship?
How can a salesperson maintain open two-way communication?
What are the general procedures for handling complaints?
How does the salesperson expand collaborative involvement?
What three things can a salesperson do to add value and enhance mutual opportunities?
What are the five stages of self-leadership?
What are the four levels of sales goals? How are they related?
Name and describe the techniques for account classification. Explain the strengths and weaknesses of each.
Name and explain the different territory routing techniques?
How are the various types of technology and automation useful to salespeople?
Identify and discuss the three required characteristics of a goal or objective?
Describe the four different types of sales strategies sales managers must develop and implement?
Explain the different types of sales organization alternatives?
Explain the steps in the recruitment and selection process?
Describe each step of the sales training process?
What are some methods of motivating and rewarding salespeople? Explain each.
Describe four methods of assessing sales force effectiveness?
Identify activities involved in leading, managing, supervising, motivating and rewarding salespeople?
What are the methods of assessing sales organization effectiveness?
Why should a salesperson encourage his or her customers to complain? Isn't this just asking for trouble?
Explain the differences between transactional and transformational leadership? Which style of leadership is better and why?
What are the six teamwork skills? Explain why they are important for success in developing interpersonal relationships?
Explain the strengths and weaknesses of the two methods for account classification. Briefly describe the steps of the sales training process.