MKTG 4200 Study Guide - Midterm Guide: Job Analysis, Transformational Leadership, Transactional Leadership

• School: University of Iowa
• Department: Marketing
• Course: MKTG 4200
• Professor: Thomas Walsh

Document Summary

Transactional selling: get new accounts, get the order, cut the price to get the sale, manage all accounts to maximize, short-term sales, sell to anyone (whole idea is to get money fast with no connection necessary) Sales quota manager: responsible for sales results, manage large long term accounts, managing the sales team. Sales force manager: little to no time managing customer accounts, focuses on building and staffing the sales team, contact with customer in non-selling manner. Little supervision, self motivated, face rejection, social intelligence. Ethical pressures: work unsupervised, spend company funds, generate firms revenue. Ethical climate: employees of the organization believe that typical organizational practices and procedures are ethical. How to establish ethical climate: take long run point of view, reinforce ethical climate, cover ethical issues during training, guidelines in writing. Common ethic issues: hiring/firing, house accounts, expense accounts, gifts, Common ethic issues: hiring/firing, house accounts, expense accounts, gifts, bribes, entertainment.