Author Question: Explain five of the selling activities which may be managed by a ... (Read 103 times)

bclement10 · **on:** Jun 28, 2018

Explain five of the selling activities which may be managed by a salesperson.

Question 2

Explain the contingency model for measuring salesperson performance and effectiveness.

Silverbeard98 · **Reply #1 on:** Jun 28, 2018

Answer to Question 1

The ten selling activities which may be managed by a salesperson are explained beginning on page 566 of the text. They are the selling function, working with others, servicing the product, information management, servicing the account, conferences and meetings, training and recruiting, entertaining, out-of-town travel, and working with distributors. Students should explain five of these activities.

Answer to Question 2

The contingency model states that salesperson effectiveness is contingent on a host of factors. Selling effectiveness depends on the total situation in which sales transactions take place. Specifically, the effectiveness of selling behaviors is contingent upon (1) the salesperson's own resources (product knowledge, analytical skills, etc.), (2) the nature of the customer's buying task (e.g., whether it is a first-time or repeat decision), (3) the customer-salesperson relationship (relative power, level of conflict, etc.), and interactions among all three of these general sets of factors.