DeVry MKTG 420 Final exam - Latest
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Question 1. 1. (TCO 6) How can sales training contribute to
salesforce socialization? Explain your answer in detail. (Points : 20)
Question 2. 2. (TCO 3) What is the role that personal selling
has played in creating stronger relationships with customers? Can personal
selling strengthen the customer/sales relationship on its own or does a sales
manager need to include other sales strategies and tactics to reinforce this
relationship? Support your response with an example. (Points : 20)
Question 3. 3. (TCO 7) Why should sales managers be concerned
with the job satisfaction of salespeople? Explain your answer in detail.
(Points : 20)
Question 4. 4. (TCO 8) What challenges do sales managers face
when using team-based compensation? What guidelines can sales managers follow
using team-based compensation? (Points : 20)
Question 5. 5. (TCO 10) Discuss the importance of using different
types of quotas in evaluating and controlling salesperson performance. Explain
your answer in detail. (Points : 20)
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