Posted: November 1st, 2015
Sales management
Unit I Essay
Using the CSU Online Library, research the topic of sales management with a focus on sales manager selection
and training. Specifically address the following questions:
1. Why and how do you think the sales manager’s job will change as we move further into the 21st century? 2.
What criteria would you propose for progressive companies to use in selecting salespeople for promotion to
sales manager? 3. What kind of training would you provide to new sales managers? What about additional
training for more experienced sales managers? 4. Describe how sales managers can use the latest
telecommunications technology and developments in information management to more effectively and efficiently
lead and direct the sales force.
Unit I Case Study
For this assignment, read the case study, “J&R Company: Unethical Sales Practices,” on pages 54-55 of your
textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough
explanations and well-supported rationale:
1. What questions might Tom have asked himself during this situation to determine whether his actions were
ethical?
2. Briefly describe the issues that, in your opinion, are raised in the case, and rate their importance.
3. How could a company code of ethics aid Tom in his decisions?
4. Recommend a course of action that Tom might have taken. Support your recommendations.
Unit II PowerPoint Presentation
Scenario: You are the lead sales representative at your place of employment, and you currently have an
opportunity to present your product or service to a prospect that you have been targeting for many months.
Based on the seven steps of personal selling, create a 14-slide PowerPoint presentation that does/answers the
following:
1. Develop and present an overall sales strategy for this opportunity.
2. Develop a presentation for this opportunity.
3. Discuss what objections you might encounter and how you will counter those objections.
4. Describe the buying signals you may encounter and which technique(s) you would employ to close the
business.
5. What, if any, follow up will be needed in order to “post close” and maintain your new customer?
Your PowerPoint presentation must include the following elements:
Slide 1: title page Slides 2-3: a summary of the seven steps to personal selling Slide 4: a summary of
the overall sales strategy you would use for this opportunity Slides 5-10: the brief sales pitch that you
would use to present your product or service to your customer Slide 11: the objections you might encounter
for this sales opportunity and how you will counter those objections Slide 12: the buying signals you may
encounter and which technique(s) you would use to close the business Slide 13: the follow up item(s) you
may need to “post close” and maintain your customer Slide 14: list of sources (required) using APA
Unit III Case Study
For this assignment, read Case 5.2, “Global Container Corporation: Creative Sales Forecasting,” on pages 146
-147 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions
with thorough explanations and well-supported rationale.
1. How would you estimate the total market potential for Snork-All? What kind of historical data might help
with this project?
2. How would you estimate GC’s sales potential for Snork-All? Who from GC should be involved in developing
the sales estimate?
3. What type of forecasting methods might work best in developing a sales forecast for Snork-All?
4. What would you recommend that Maiko do now? What other information could be used to help develop a better
sales forecast for Snork All?
Unit IV Case Study
For this assignment, read Case 6.1, “PlayMart Toyz: Building a Sales Organization,” on pages 174-176 of your
textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough
explanations and well-supported rationale.
1. What is the most effective sales and territory organization for PlayMart Toyz?
2. Why did you eliminate other territory organization ideas?
3. How could PERT and/or other critical path methods help the sales manager be more effective in this
situation? What about software or hardware tools?
4. Should Siira focus only on the United States and Canada to achieve PlayMart sales increase objectives?
What would be the advantages and disadvantages to this approach?
Unit V Case Study
For this assignment, read Case 9.1, “Hops Distributors, Inc.: Getting the Blend Right,” on pages 278-279 of
your textbook. Once you have read and reviewed the case scenario, respond to the following questions with
thorough explanations and well-supported rationale:
1. Analyze the new account system. Evaluate the advantages and disadvantages of this strategy from a company
standpoint.
2. Analyze the new account system. Evaluate the advantages and disadvantages of this strategy from a
salesperson standpoint.
3. What type of training needs will be necessary in order to implement this strategy?
4. After the training of the sales force, what steps should be taken to implement this program?
Unit VI Case Study
For this assignment, read Case 10.2, “Ohlins Chemicals: Leadership and Communication Problems,” on pages 319
-320 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions
with thorough explanations and well-supported rationale:
1. How would you rate the leadership and communication skills of Ohlins’ management? Include your rationale.
2. What recommendations do you have for improving the leadership and communication skills of Ohlins’ sales
managers?
3. What do you think Ohlins’ management might have done to keep Ulrik from leaving, even if all his
suggestions could not readily be implemented?
4. What do you think Ulrik should say in his resignation letter to Joan and Mike? Explain your reasoning.
Unit VII PowerPoint Presentation
You are a regional manager of business development (RMBD) for an international reference laboratory named
Laboratory Corporation of America (LabCorp website: www.labcorp.com). For the upcoming sales meeting, you
have been asked to present a motivational program for newly-promoted sales managers, during which you will
teach them techniques to motivate their own sales teams.
Compare and contrast three of the leadership theories discussed in Chapter 11 (Hierarchy of Needs Theory, ERG
Theory, Needs Theory, Dual Factor Theory, Equity Theory, Expectancy Theory, Attribution Theory, Goal-Setting
Theory, and Organizational Behavior Modification Theory).
You will compile a PowerPoint presentation that you will use to present to these sales managers. Include in
your presentation how the theories you chose can be used to help guide your sales managers in their
motivational efforts with their own sales teams.
Your PowerPoint length must be a minimum of 12 slides, including a title slide and a reference slide. Use of
speaker notes is required as well.
Information about accessing the Blackboard Grading Rubric for this assignment is provided below.
Unit VIII Project
Compensation Plan
This project will enable you to apply what you have learned in this course in a real-world situation:
developing a comprehensive compensation plan.
For the purposes of this assignment, you are a sales manager for the food chemical division of Air Products
(http://www.airproducts.com/products/Chemicals.aspx). You are tasked with developing a compensation plan for
a new sales force that you will be hiring to sell a new line of food additives that will preserve food for a
period of five years. Use Figure 12.1 Stages in Developing a Compensation Plan in your textbook (Chapter 12)
as a guide in the development and formatting of the plan. Additional information on Air Products is available
on the following webpage: (http://www.airproducts.com/microsite/2013_FoodContactStatus/index.htm).
Stage 1: Job Description o Compile a comprehensive job description, including the position, job purpose,
and regular assigned duties. Use the template provided in Table 14.2 in Chapter 14 of the textbook.
Stage 2: Specific Objectives o Compile a comprehensive performance valuation evaluation including outcome-
based, behavior- based, and professional development measures. Use the template provided in Table 14.3 in
Chapter 14 of the textbook.
Stage 3: General Levels of Compensation o Compile a sales position analysis addressing the general levels
of compensation. Use the template provided in Table 12.2 in Chapter 12 of the textbook.
Stage 4: Compensation Mix o Discuss the issues and opportunities to consider when putting together an
effective compensation mix. Look at the advantages and disadvantages of using different compensation methods
within your sales force.
Stage 5: Pretest the Plan o Discuss how you will pretest the plan and the rationale for selecting this
method.
Stage 6: Administer the Plan o Once the plan is successfully pretested, discuss how you will administer the
plan.
Stage 7: Evaluate the Plan o Discuss how you will evaluate the plan and the importance of evaluation and
review with respect to the overall effectiveness of your compensation
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