1 / 18

2.03

2.03. ACQUIRE KNOWLEDGE OF SELLING. SELLING POLICIES. Selling policies are the general rules set down by mgmt. to guide the personal-selling effort. Included are policies designed to govern support a company provides after the sale. RETURN OF GOODS.

cdewees
Download Presentation

2.03

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 2.03 ACQUIRE KNOWLEDGE OF SELLING

  2. SELLING POLICIES Selling policies are the general rules set down by mgmt. to guide the personal-selling effort. Included are policies designed to govern support a company provides after the sale.

  3. RETURN OF GOODS • Policies governing the return of goods are covered under a business’s selling policies. • A salesperson should know the accepted procedure for handling returns. The customer may not want to exchange the item but obtain a credit or refund. The policies are enforced with reasonable firmness.

  4. CONTROLLING EXPENSES • A business develops policies to limit the amount of money salespeople can spend taking customers to lunch/dinner to control expenses.

  5. FINANCIAL RESOURCES • Financial resources are categorized as an internal factor over which a business has some control. • If a firm has limited financial resources, its selling policies may contain strict requirements for credit approval.

  6. EXTERNAL FACTORS • Actions of competitors, government legislation, and customer requests are examples of external factors over which the business has little/no control.

  7. ROBINSON-PATMAN ACT • An antitrust regulatory act which prevents a business from randomly offering discounts to whomever it chooses.

  8. REVIEW

  9. What should a salesperson do when dealing with a customer who wants to return an unsatisfactory item? • A-exchange the item • B-refer the customer to the manufacturer • C-consult the buyers • D-follow the businesses selling policies

  10. What should a salesperson do when dealing with a customer who wants to return an unsatisfactory item? • A-exchange the item • B-refer the customer to the manufacturer • C-consult the buyers • D-follow the businesses selling policies

  11. What should a business develop policies to limit the amount of money that salespeople could spend taking customers to lunch or dinner? • A-to improve advertising • B-to expand entertainment • C-to increase salaries • D-to control expenses

  12. What should a business develop policies to limit the amount of money that salespeople could spend taking customers to lunch or dinner? • A-to improve advertising • B-to expand entertainment • C-to increase salaries • D-to control expenses

  13. What is an internal factor that affects the selling policies of a business? • A-customers request • B-actions of competitors • C-financial resources • D-government legislation

  14. What is an internal factor that affects the selling policies of a business? • A-customers request • B-actions of competitors • C-financial resources • D-government legislation

  15. What antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose? • A-federal trade commission act • B-discount customer act • C-Clayton act • D-Robinson-Patman Act

  16. What antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose? • A-federal trade commission act • B-discount customer act • C-Clayton act • D-Robinson-Patman Act

  17. Which of the following is an appropriate characteristic for a firms selling policies? • A-open to interpretation • B-based on the salesperson status • C-enforced with reasonable firmness • D-not subject to change

  18. Which of the following is an appropriate characteristic for a firms selling policies? • A-open to interpretation • B-based on the salesperson status • C-enforced with reasonable firmness • D-not subject to change

More Related