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Definition
- National Cash Register
- Scripted sales, father of modern scientific sales management, aimed to break the consumer down and then pick them back up.
- First SALES MANAGER in the US
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Term
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Definition
- Started in the shoe sales business
- Successful economist
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Term
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Definition
- Hire
- Train
- Motivate
- Hold Accountable
- Let Them Work
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Term
| Are good saled people born or made? |
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Definition
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Term
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Definition
| The attainment of organizational and sales force goals through planning, staffing, training, directing, and evaluating. |
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Term
| Managers are ultimately responsible for ______ |
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Definition
| The "numbers" or sales reports |
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Term
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Definition
- Job analysis
- Job description
- Job qualification
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Term
| Sales people must be able to _______ |
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Definition
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Term
| Training increases 1._______ and 2.________ which provides 3._______ and 4.________ employees |
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Definition
1. Sales
2. Productivity
3. Confident
4. Competent |
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Term
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Definition
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Term
| Does a sales person make a good sales manager? |
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Definition
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Term
| The worst way of determining if someone will be good at their job |
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Definition
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Term
| Fundamental use of motivation |
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Definition
| to find out what drives a person |
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Term
| Centralized and Decentralized training |
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Definition
- Centralized: in house
- Decentralized: out of house
- Must use different types of training because everyone learns differently
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Term
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Definition
| Provide people with the opportunity to be successful. If you've hired the right people, they will be. |
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Term
| Motivating sales people at two levels |
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Definition
- motivation of the individual sales person
- motivation of the entire sales force
- motivate to be better than the team member ever thought they could be.
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Term
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Definition
| The arousal, intensity, direction and perspective of effort directed toward job tasks over a period |
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Term
| Basic functions of management |
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Definition
- Selection
- Training
- Compensating
- Motivating
- Leading
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Term
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Definition
- The basic compensation plan (money)
- Special financial incentives (contest, bonuses)
- Non-financial rewards (winning a trip, new office)
- Leadership techniques
- Management control procedures (do you want to be controlled?)
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Term
| Malsow Hierarchy of Needs |
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Definition
- Physiological: means to pay for necessities
- Safety: retirement and health insurance
- Social: support and mentoring
- Esteem
- Self-Actualization
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Term
| What makes a salesperson unhappy? |
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Definition
- Rejection
- Travel
- Loneliness
- Prospecting (looking for customers)
- Competition
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Term
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Definition
- Uncertain job requirements
- Right person, wrong job
- Inadequate personal development
- Poor working environment
- Poor reward system
- Work-Family conflict
- Role ambiguity
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Term
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Definition
- Direct financial rewards
- Career advancement
- Nonfinancial compensation
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Term
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Definition
| Give a salesperson money but it must be paid back in commission (loan against earned commissions) |
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Term
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Definition
Task Oriented-Tells-Persuades-Participates-Delegates-People Oriented
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Term
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Definition
- Joint sales calls
- On the job coaching
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Term
| Evaluating the past to judge the future |
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Definition
- Specific performance criteria
- Conducting sessions
- Minimum of 1 evaluation per year by manager
- Form a "plan of action"
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Term
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Definition
| Judging all based on one outstanding employee |
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Term
| For evaluations, team members should: |
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Definition
- Be prepared
- Review results
- Mutually agree on a plan of action
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Term
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Definition
- Ponzi Scheme
- "The Big Lie" eventually became his truth
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Term
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Definition
Management's obligation to make choices and take actions that contribute to the welfare and interests of society as well as to those of the organization
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Term
| Ethics comes from the ________ |
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Definition
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Term
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Definition
- Level 1-preconventional: what can I get away with
- Level 2-conventional: what am i legally required to do (most companies)
- Level 3-principle:what is the right thing to do
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Term
| The "right" thing to do depends on ________ |
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Definition
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Term
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Definition
| Good point of reference for ethics |
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Term
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Definition
| The code of moral principles and values that govern the behaviors of a person or a group with respect to what is right and wrong. |
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Term
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Definition
| Each alternative choice has some undesirable elements due to potentially negative ethical or personal consequences |
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Term
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Definition
- Production
- Good employees
- Reducing legal costs
- Reducing wage increase demands
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Term
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Definition
| Agree to terms and shut out competition |
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Term
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Definition
- Follow leader
- Code of ethics
- Ethical structure
- Encourage whistle blowing
- Create an ethical sales channel
- Establish control systems
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