Marketing Information Systems and Technology, Part 2

Question 1: Define and explain retailing.

Answer 1: While shopping has evolved tremendously with increased technology and innovative methods, the traditional retail store will always be the most popular way people shop. Retailing is everything associated with selling goods and services for non-business use. Retailers are the people who make these sales. Types of retail stores include convenience stores, specialty stores, discount stores, department stores, supermarkets, and off-price retail stores. The stores vary in terms of service, price, product lines, and value. Non-store retailing has become popular as businesses look for ways to pass savings on to consumers. Companies that sell through catalog, Internet, television, or phone eliminate the retailer and their fees. The tradeoff to consumers is that they lose a level of service and a reliable connection to the product in the event it malfunctions.

There are lots of good resources about Technology that you can find available.

Question 2: Define salesperson and explain this role in a business.

Answer 2: It is very difficult to have one definition for a salesperson because salespeople do so many jobs. One of the oldest professions in the world, the salesperson is usually the last representative of a business that a customer will deal with before deciding whether to make a final purchase or not. Being a salesperson requires a person to be persuasive, have great interpersonal skills, and be able to think quickly on one’s feet. They also perform many other functions, such as taking orders, prospecting, communicating, servicing customers, and gathering information. Salespeople provide a link to a company and represent the company to customers.

Question 3: Define sales force management and what they do.

Answer 3: Sales force management is the task of managing all aspects of a sales operation and the people who work for it. This is done by one or many levels of management, depending on the size of the company and its goals. Management decides which sales force strategies they will use to sell their products. They decide how to recruit, train, evaluate, compensate, and manage the salespeople in a company. Being in management usually requires several years of work experience and often an advanced degree.

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