Essential Selling Policies for Effective Sales Teams

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