Mktg-577-11456 Sales Management Week 4 Midterm

MKTG-577-11456 Sales Management 

Week 4 Midterm

Sales Management

Grading Summary

These are the automatically computed results of your exam. Grades for essay questions, and comments from your instructor, are in the "Details" section below. | Date Taken: | 9/29/2013 |

Time Spent: | 1 h , 35 min , 31 secs |

Points Received: | 200 / 200  (100%) |

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Question Type: | # Of Questions: | # Correct: |

Essay | 10 | N/A |

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Grade Details - All Questions |

 1. | Question : | (TCO A) How have customers' expectations of their sales rep and their role in the 21st century changed from those customer expectations of 30-40 years ago?  |

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  | Student Answer: |   | The creation of sales force automation (SFA) and Ipads has improved the salespersons life. Before technology your presentations, appointment setting, business card collection, contracts everything was done by hand. Most salespeople could not envision email, sending faxes from a laptop, or remotely uploading new sales leads while sitting in an airline lounge. Information technology also speeds up the buying process. I've found that customers will buy more from the salesperson who offers them all the information they need to make a decision. In the age of complexity, customers will seek out salespeople who make the buying experience faster, friendlier, and simpler. In the 21st century the internet has definitely changed the customer expectation. They want answers today from their salesperson, not for them to have to go back to the office to gather the information. Access: The Internet puts more information in customers' hands, at a faster rate, than was previously possible. Having all of this information at their disposal has given them the opportunity to evaluate alternatives and to make much more intelligent decisions about purchases. Control: The Internet also gives customers the opportunity to do business when and how they want to do it, not when we choose to be open for business....