Question

Questions:
1. What can be done to encourage the sales force to engage in more cross-selling?
2.
Does the current FAM trip program serve as a motivational tool for the sales force? Justify your
response.
3. Discuss what is needed in terms of sales incentives and sales controls to achieve the objectives
of International Travel Agency

Answer 1

1. To encourage the sales force to engage in more cross-selling:

• Give salespeople more attractive and rewarding incentives.
• Offer loyalty perks to customers.
• Identify the specific products for cross-selling.

2. We can conclude that the current FAM trip program serves as a motivational tool for the sales force because a Familiarization trip gives the salespeople firsthand experience.

3. For the sales incentives and sales controls to achieve the objectives of the International Travel Agency, they must:

• Be easy to operate and maintain
• User-friendly for the sales and finance teams
• Provide reasonable ROI measurement tools.

What is cross-selling?

Cross-selling is the marketing practice that encourages salespeople to market additional or related products or services to existing customers who are currently making some purchases.

Some of the advantages of cross-selling include:

• Boosting sales revenue
• Increasing customer satisfaction
• Building customer engagement
• Creating solid and lasting customer relationships.

Thus, to encourage the sales force to engage in more cross-selling, offer:

• Salespeople - more incentives
• Customers - loyalty perk
• Ensure the customers are not confused.

Learn more about cross-selling at https://brainly.com/question/4978438

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