List and briefly describe the five most common classifications for selling situations
What will be an ideal response?
a. Response selling – in this situation, the salesperson is basically an order taker; the customer initiates the sale and gives the order to the salesperson.
b. Trade selling – this kind of selling includes order taking, but also entails responsibilities such as making sure the stock is adequately displayed on shelves, setting up displays, providing demonstrations, and other activities sometimes called merchandising.
c. Missionary selling – in this kind of selling, the salesperson attempts to influence the decision-maker rather than the user or purchasing agent.
d. Technical selling – in many industries, the salesperson also acts as a technical consultant to the purchaser. For this to be successful, the salesperson must have strong technical training.
e. Creative selling – this method involves developing new customers and maintaining old ones by investing a considerable amount of time in understanding buyers' needs and wants.
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After serving as an active director of Lee Corp. for 20 years, Ryan was appointed an honorary director with the obligation to attend directors' meetings with no voting power. In the current year, Ryan received an honorary director's fee of $5,000. This fee is
A. Reportable by Lee as employee compensation subject to Social Security tax. B. Reportable by Ryan as self-employment income subject to Social Security self-employment tax. C. Taxable as "other income" by Ryan, not subject to any Social Security tax. D. Considered to be a gift not subject to Social Security self-employment or income tax.
Some MNEs that have tried contemporary structures have run into problems, most notably ________
A) frequent managerial intervention in decision making B) relentless centralization of decision making C) employees too motivated by bonuses D) resource competition