Ace Your Personal Selling Exam: Key Concepts and Questions
Personal Selling Exam: Practice Questions
- A completely memorized sales presentation is called a(n):
- Canned presentation
- Personal selling includes:
- Persuasion
- Building relationships with customers
- Getting an order
- Helping customers identify problems
- A person who _____ would probably find a career in sales attractive.
- Likes independence and is willing to take responsibility
- Which of the following is NOT an example of one of the rewards inherent in a sales career?
- A good-paying nine-to-five job
- The primary responsibilities
Organizational Structures and Departmentalization
Organizational Structures
A) Linear or Hierarchical Structure
This structure is the most straightforward. Orders originate from top management and cascade down to lower levels. It’s suitable for small businesses. Disadvantages: Slow communication, lack of specialization, and senior managers can be overwhelmed with administrative details.
B) Line and Staff Structure
This structure combines direct authority with advisory support. Line departments handle decisions, while staff departments advise and perform
Read MoreLoan Feasibility: Mr. Smith’s Luxury Chocolate Store
Date: Linda
Subject: Feasibility Analysis
After studying, analyzing, and evaluating all aspects of the case, the loan could be a good investment for the organization. This report discusses the background, benefits, problems, costs, and timeframe involved in executing the plan.
Background: Mr. Smith’s Business Idea
The client, Mr. Smith, wants to start his own business. As a professional pastry chef, his idea is an independent luxury chocolate store. He estimates needing $50,000 USD to launch the business.
Read MoreUnderstanding Business Objectives: Primary vs. Secondary
Business Objectives
It is important to understand how business objectives ‘fit in’ with business aims and strategies.
- An aim states what you want.
- An objective sets out what you need to have achieved to get what you want.
- A strategy is a course of action which enables you to meet your objectives.
In order for objectives to be effective, they must:
- Provide detail about what specifically needs to be achieved (often in a quantitative form).
- Have a time limit by when they need to have been achieved.
- State the
Cybercrime Department: Services, Challenges, and Strategies
Our Cybercrime Department: An Overview
Our new cybercrime department is important, not just for us, but for people and for the smooth functioning of the economy. This department offers many services, such as fighting phishing and helping people understand the internet and its dangers. Our production (focused on fighting cybercrime), consumption, and distribution (we want our service to be global so everyone can access it), and our consumers are some of the most important aspects of our new department.
Read MoreStrategic Business Concepts and Frameworks
Achieving Strategic Fit
Accomplished by achieving alignment between business capabilities and strategy, and strategy and the external environment: Achieving Fit
Today and tomorrow: Assessing Performance
“Subjective” environment (socially constructed), Firm can influence and even create environmental conditions, consistent with an “inside out” approach: Blue Ocean (Alternative)
Resources, management preferences, organization: Business Capabilities
Relative concentration of buyers and sellers, volume of
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