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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.
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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 • 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.
CONTROLLING EXPENSES • A business develops policies to limit the amount of money salespeople can spend taking customers to lunch/dinner to control expenses.
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.
EXTERNAL FACTORS • Actions of competitors, government legislation, and customer requests are examples of external factors over which the business has little/no control.
ROBINSON-PATMAN ACT • An antitrust regulatory act which prevents a business from randomly offering discounts to whomever it chooses.
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
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
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
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
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
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
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
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
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
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