This topic contains a solution. Click here to go to the answer

Author Question: Trade discounts are sometimes referred to as functional discounts. Indicate whether the statement ... (Read 144 times)

future617RT

  • Hero Member
  • *****
  • Posts: 543
Trade discounts are sometimes referred to as functional discounts.
 
 Indicate whether the statement is true or false

Question 2

What are the various factors that a customer service and sales enhancement audit seeks to measure? What value is provided to management by measuring these factors?



Related Topics

Need homework help now?

Ask unlimited questions for free

Ask a Question
Marked as best answer by a Subject Expert

ecabral0

  • Sr. Member
  • ****
  • Posts: 310
Answer to Question 1

T

Answer to Question 2

The audit provides management with a detailed analysis of current sales activity by location and by selling area. It identifies how and where additional sales volume is available. It measures, analyzes, and reports on the specific factors as follows:

Basic Service:
 Customer contact
 Salesperson-initiated contact
 Customer acknowledgment

Salesmanship:
 Merchandise knowledge
 Needs clarification
 Active selling
 Suggestion selling

Sales Enhancement:
 Impulse purchasing
 Walkouts

These elements of service, salesmanship, and sales enhancement are measured and reported by selling area within each store, enabling management to apply targeted training programs. To provide management with an action program, the customer service and sales-enhancement audit includes a series of exception reports that show specifically what improvement is necessary within each selling area at each company store. The dollar value also is listed so that management can know the added volume that is available by applying targeted retraining programs. The report should list the causes of walkouts for each selling area at each location. Management therefore receives an analysis of current performance by selling area at each company location and the specific action necessary to capture unrealized potential. The dollar opportunity is also calculated to highlight the value of each improvement. Exception reports make it easy to implement the program. Shoppers are continuing to visit stores in large numbers, many of them willing, able, and anxious to be converted into buyers. Management's task is to identify where and how that can be accomplished. That is the function of the audit.




future617RT

  • Member
  • Posts: 543
Reply 2 on: Jun 29, 2018
Gracias!


patma1981

  • Member
  • Posts: 292
Reply 3 on: Yesterday
Thanks for the timely response, appreciate it

 

Did you know?

Of the estimated 2 million heroin users in the United States, 600,000–800,000 are considered hardcore addicts. Heroin addiction is considered to be one of the hardest addictions to recover from.

Did you know?

Once thought to have neurofibromatosis, Joseph Merrick (also known as "the elephant man") is now, in retrospect, thought by clinical experts to have had Proteus syndrome. This endocrine disease causes continued and abnormal growth of the bones, muscles, skin, and so on and can become completely debilitating with severe deformities occurring anywhere on the body.

Did you know?

Signs and symptoms that may signify an eye tumor include general blurred vision, bulging eye(s), double vision, a sensation of a foreign body in the eye(s), iris defects, limited ability to move the eyelid(s), limited ability to move the eye(s), pain or discomfort in or around the eyes or eyelids, red or pink eyes, white or cloud spots on the eye(s), colored spots on the eyelid(s), swelling around the eyes, swollen eyelid(s), and general vision loss.

Did you know?

The U.S. Preventive Services Task Force recommends that all women age 65 years of age or older should be screened with bone densitometry.

Did you know?

Serum cholesterol testing in adults is recommended every 1 to 5 years. People with diabetes and a family history of high cholesterol should be tested even more frequently.

For a complete list of videos, visit our video library