Franciscan University of Steubenville Spring 2023

Sales Management / BUS 309

Study Guide for Exam I

Format:
Multiple choice and true/false questions (35 or less, mostly multiple choice), short answer questions (3 to 5)
plus calculations (2 or 3).

Not from our text:

My talk on Strategic Selling (Miller / Heiman)
 Be able to describe the three buying influences (their role, their focus, and the question they ask).
 Know the section called “Finding the Economic Buyer”, which describes five factors that influence how
this buying influence may shift, up or down, in the organization.

Direct vs. Indirect Office:

 Economic considerations (breakeven sales level, direct vs indirect)
 Advantages and disadvantages for each

The Sales Funnel and Campaign Effectiveness (The Big Noisy Trade Show lecture and simple calculations)

From our text:

From the following pages, students should know the definitions of bold terms and be able to apply the concepts
as described in our text.

Chapter 1
Page: 8, 11 – 23, 25 – 26

Chapter 3 – The Personal Selling Process (important chapter, even though I’m just listing page numbers)
Pages 65 – 76.5; 77 – 77; 78.6 – 79.3 (know the “summary close”.)

Chapter 4
Introductory ideas in the chapter: p. 91 – 93
Figure 4 – 1: know the “Line-and-staff” and Horizontal types
Specialization: know the Geographic and Market Specialization approaches
Other: p 102.5 – 107 GSMs and SAMs; separate sales force or divisions for key accounts; executives.

Chapter 6
Introductory thoughts and Legal Considerations, especially Validation and BFOQs, p. 159 – 162.3
 (Nothing on the test from Figure 6-1)
Personal Interviews: 163.5 – 166.6
 No satisfactory substitute for a personal interview; in fact, for a sales position, it is particularly important
—SPs have to be able to establish rapport, etc…
 Be sure to learn the 4 + 1 points on page 164:
What is a Performance Based Interview?—give an example, p. 167
Assimilation of new hires: 179.2 – 180.

Chapter 9
Objectives of and Designing a Sales Compensation Plan (258 – 273.5)
A calculation and discussion like Falcon 9-1 (see class notes)