Question

4-Besides the criteria for assigning salespeople to terrories described in this book, what other factors should be taken into account?

5-Think about two contrasting product: one with which you are involved(e.g., a hobby, cars) and one you don’t think about much when you purchase it (e.g., toothpaste,milk).How would you go about building community about a brand in one of the latter categories if you were the marketing manager?

Answer 1

4.

The other factors to be considered are as follows:

A. Local understanding of the area or territory by the sales people before assigning the area.

B. Cultural similarities between the territory and the sales person following cultural beliefs and values

C. Abilities of the sales people to get connected with specific type of people that belong to the particular territory

D. Type of customers or segments belonging to the area and the experience of sales people dealing with these type of the customers

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5.

The first product is mobile handset and the second product is bread consumed on daily basis. To, build a community of the bread ( a later category), the approach will be as follows:

A. Start spreading the awareness about the importance of bread in terms of right type, nutritional value and its richness. It will be done using online presence such as social media profile as Facebook community page or building a blog dedicated to content related to the bread as a product.

B. The next step will be to discuss in detail about the different types and their specialties such as white, brown or multi grain bread. The content will also demand comments, reviews and personal experience of the consumers. It will slowly start building community.

C. Now, I will start building polls so that customers are engaged and now onwards, they will be more aware of the bread when they will purchase.