Reference no: EM134039015

Question

Module- Sales Roles

1. How are sales role perceptions and sales performance intertwined? Provide three examples.

2. How are roles perceptions and sales force structure intertwined? Provide three examples.

3. Describe the top five personal traits of salespeople.

4. Define role ambiguity, role conflict, role inaccuracy, and role stress and provide examples of each.

5. List the internal and external stakeholders who act as role partners for the salesperson.

6. Describe the stress-related negative outcomes of role ambiguity.

7. How does role conflict affect the emotional experience of the salesperson?

8. Contrast effective and cognitive job satisfaction.

9. Describe the steps managers take when developing a sales force structure.

10. Describe the four departmental structures that can be used to structure a sales organization.

11. What is a matrix structure and what are the advantages and disadvantages of the matrix?

12. What is decentralization and what are the benefits and risks of a decentralized structure?

13. Describe the four main factors that influence a customer's experience, involvement, and satisfaction with a product, which in turn create perception.

14. Discuss the complex dynamics between consumers and salespeople in the sales process, emphasizing the role of perception and influence strategies.

15. How does the consumer's perception of a salesperson's strategies depend on their goals and stage in the decision-making process?

16. Explain the potential impact of a consumer's perception of salesperson opportunism on their purchasing behavior and satisfaction with the organization.

17. Discuss the importance of sales manager training in reducing the perception of opportunism and effectively addressing consumer needs.