Genny Joy Nilo

Exam: Prelim Sales Management

Word count: 417

I
1. This means that if you want to aim your desired goal or result you should do it accordingly and personally.
2. You should understand the business on your own for you to make it grow and successful.
3. This means, you are pursuing the salespeople to just be on your side.
4. It means that when you design the right application, it is more possible for you to make your desired goal.
5. Be easily accessible means, you don't want it to be hard to access something.
6. Solve our problems means, you want the sales people to help you solve your problems.
7. This one means, the customer wants the salespeople to respond their needs in a creative way.
8. The customer is the king, so probably you're going to be the sales people who will going to serve the king.
9. This quote is from a boxer and he is telling this to his children. It means that he want his children to know how to sell, not just having a
degree but to have a degree and know something in terms of selling as well.
10. Transactional vs. Relationship it means that in the transactional, all about on how to give or to respond on what the customers needs
whrein relationship, it is more on building a relationship with the customer, like having a more that one transaction with them.

II
1. Sales Management Competencies
a. Planning
b. Budgeting
c. Recruiting and Selecting
d. Training
e. Motivating
f. Compensating

2. Strategic Action Competency

a. Understanding the Industry
b. Understanding the Organization
c. Taking Strategic Action

3. Coaching Competency Dimensions

a. Role Modeling
b. Trust Building
c.

4. Team Building
a.
b.
c.

III
1. By positioning the personal selling and sales management in the marketing mix means we'll be able to identify where is the right
position for the one of them. Because if in case it will going to ramble, we won't be able to identify where it really belongs and this
positions are the right places to put them.
2. In Traditional Buyer-seller Interface which has the sales and purchasing with the customer and supplier, they aren't compatible, they
were like different from each other while Buyer-Seller Interface Team is so much compatible because of the word team. Team means
making or doing it together and that perhaps the reason why the sales team and customer team with the supplier and customer is like
they were made for each other.