During his orientation training as a sales manager for a large hotel, Wissam asks if the company’s history, goals, policies and procedures are available online. Why has Wissam asked for this information?
To help him develop a more detailed marketing planTo learn about past acquisitions and mergersTo develop knowledge of the organizationTo be informed of the strengths of the competition
During a presentation, a client appears unhappy with the sales manager’s proposal. The client is sitting behind her desk with her arms crossed and is avoiding eye contact. What type of communication is taking place?
What part of the marketing plan details what is to happen and when it is to happen?
Critical pathStatistical analysisPositioningIntroduction
What is the best way for a sales manager to ensure that a client purchases the organization’s products or services?
Approve creditMeet sales quotasClose the saleMeet the client’s needs
At a formal meeting, what procedure takes place immediately after the meeting has been called to order?
Agenda is approvedMotion is made to present agenda itemsPrevious business is discussedMotion is made to proceed with new business
What should be included in an information package sent to a potential client?
Policies, procedures, rates and a post-function reportPromotions, rates, availability of products and a list of competitors' ratesRates, discounts, promotions, policies and proceduresPolicies, procedures, client feedback card and promotions
What are the controllable marketing variables used to produce the desired response in the target market called?
Market segmentationMarketing mixMarket shareMarketing concept
What is the first step towards developing a sales presentation?
Consider possible objectionsResearch clients to understand their wants and needsOrganize material in logical orderDecide on presentation type
What is included on a meeting agenda?
An organizational chartThe responsibilities of each participantThe purpose of the meetingThe dates of upcoming meetings
What information should be included on a meeting agenda?
Roll call of officersStarting and ending timesNames of those absentRules of order
What is a guideline for speaking effectively?
Research the subjectAsk closed-ended questionsOrganize ideas and prioritize statementsIndicate personal feelings about the topic
‘Set-up time’ is defined as the amount of time needed to do what?
Deliver equipment to a sitePrepare a facility for an eventArrange for a teleconferenceSchedule appropriate staff
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