Posted: November 1st, 2015

Sales management

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.
Your response must be a minimum of two pages in length, double-spaced. References should include at least one

additional credible reference beyond the textbook. All sources used must be referenced; paraphrased and

quoted material must have accompanying citations, and cited per APA guidelines.
Information about accessing the Blackboard Grading Rubric for this assignment is provided below.

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.
Your response must be a minimum of one page in length, double-spaced. References should include your textbook

plus a minimum of one additional credible reference. All sources used, including the textbook, must be

referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.

Information about accessing the Blackboard Grading Rubric for this assignment is provided below.

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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