MKT 100 Chapter : Module 8 Notes

• School: Ryerson University
• Department: Marketing
• Course: MKT 100
• Professor: Paul Finlayson

Document Summary

Typical functions of a field salesforce: most of a sale"s person"s time is spend not in contact with the customer, different industries have different jobs for their salesforce. Section 2: salesforce structure: gives special service consideration to the few major customers who constitute most of the business (house accounts) www. notesolution. com. Applying tqm to selling: compaq found that customers couldn"t reach salesforce, did an overhaul, train salesforce not to simply use the new technology in their existing practices, but upgrade work processes. How to determine a salesforce size based on profit maximization: to see, look at the contribution of the salesperson, minus their expenses www. notesolution. com. Look at needs of the territory, compares it to the skills of the salespeople. Field staff report: field staff support made up of engineers and marketers, advantage, ideal people to interact with customer r&d and the production of the development of new products, quality control, or service problems, use as-needed basis.