How do firms use classification methods to categorize buyers?
For sales training purposes, some firms use classification methods to categorize buyers according to a. personality and the buying situation. b. the buyer's expertise and ease of making sales. c. the firm's account size and products pur-chased. d. their interest in trying new product lines.
What would a sales training workshop devoted to communicating the importance?
A sales training workshop devoted to communicating the importance of obtaining marketing information from customers would be aimed at teaching salespeople how to work with this type of buyer: a. the sales job facilitator. b. the considerate. c. the hard bargainer. d. the socializer. e. the straight shooter. B
Is sales training simply for training's sake a good doctrine?
c. Training simply for training's sake is a good doctrine for most companies to follow be-cause it keeps salesforce product knowledge current. d. Sales managers are forced to define the rea-sonable expectations of sales training rather than to view training as a quick-fix panacea for all the problems faced by the salesforce.
What is preferential treatment and why is it considered unethical?
Thus, the proponents of preferential treatment would consider it as 'affirmative action' in the form of social justice. violates the right to be judged as an individual, not as a member of a group and more importantly, it violates the right not to be excluded because of one's race, class or sex.
What are four advantages of having good business relationships with suppliers?
There are several benefits associated with supplier relationship management, and they all culminate in a healthier bottom line.Reduced costs. ... Increased efficiency. ... Minimises price volatility. ... Consolidation of the supply chain. ... Outsourcing certain activities. ... Continual improvement of operations.
Why do customers want relationships with suppliers?
Customers and suppliers are keenly aware of the need to improve their working capital management. When you improve the relationship with your suppliers, both of you benefit; they have more cash at hand, and you get the raw materials you need (which leads to more profits for you).
What ethical struggles company face when it deals with the suppliers?
When talking about ethics in the supply chain, experts generally focus on:Freedom of employment and association.The eradication of child labour.Safe and hygienic working conditions.Appropriate pay and working hours.Humane and non-discriminatory treatment.Anti-bribery and corruption.Environmental awareness.
What are five benefits of good supplier relationships?
The Importance of Supplier Relationship to Your BusinessTimely Delivery of Quality Materials. ... Smooth-sailing Production. ... Customer Satisfaction. ... More Business for You. ... Take Advantage of Great Deals. ... Excellent Support. ... Saves Your Company Money.
What is the benefits of a strong relationship with a supplier?
Companies who develop strong supplier relationships will have lower overall transactional costs. With fewer suppliers to handle, the costs involved in setting up a supplier in internal systems, completing transactions, and managing the ongoing relationships significantly decreases.
How do you build good relationships with suppliers?
How to have good relationships with your suppliersChoose suppliers that align with your values. ... Understand your suppliers' needs. ... Be a great customer. ... Maintain regular communication. ... Give timely feedback. ... Reward good service with loyalty.
How do you manage supplier relationships effectively?
What are the steps to better supplier relationships?Purchase, receive, and pay for goods on time.Collaborate on any special items.Measure and analyze if the supplier is doing the best work for your business.Continue this beneficial relationship.
What makes a good supplier?
Suppliers that possess these 10 characteristics of a good supplier are a cut above the rest.Accountability for quality issues. ... Production capabilities. ... Expertise in your product type and target market. ... Culture fit: the best suppliers are willing to work with you. ... Ease of communication. ... Cooperation with third-party QC.More items...•
What are the ethical issues related to the suppliers in a business?
... Ethical issues occurring in the procurement process include power abuse or unfair treatment to suppliers, bribery, abuse of contract terms, etc. According to Carter (2000) , these issues can be caused by different perceptions of buyers and suppliers toward various ethical issues.
Is it ethical to do business with suppliers who have unethical practices?
Yes, it is good business practice to refuse to do business with a supplier who behaves in an unethical manner. Senior management defend his decision by saying the proper treatment of workers is first priority of our company.
What are supplier ethics?
BUSINESS CONDUCT. Fairness to suppliers is promoted by the following means: By giving all salespersons a fair, prompt and courteous hearing on any subject that is justified by the nature of their products or services. By keeping competition open and fair.