13 Jan Question 12Discuss how the development

Unit 1 discussion

Hello Class, Introduce yourself to your fellow students and instructor. Share your college degree plans, briefly explaining what degree you are pursuing, why, and how you think taking this course will assist you in achieving your personal or professional goals.

Did you ever come across a sales person that was unethical and coerce? Please describe how the sales person was unethical or coerce you into buy something that you really did not want and how you were not given the time to make a rational decision. What was the correct approach the sales person should have used?

Unit 2 discussion

In sales there are niche markets. Do think that a niche market has an advantage on pricing? Give an example of a niche market product or service and discuss “why” you feel the product is overpriced or fairly priced.

Unit 3 discussion

In sales forecasting is very important. A sales manager needs to plan and organize how the sales force can adequately handle the volume and provide the best service to the customer. Discuss the method that you would use to provide sales personnel the tools to get the job done to meet customer satisfaction and grow the business

Unit 4 discussion

“Salespeople are born and not made.” Do you believe this statement to be true? Why, or why not?

Unit 5 discussion

Think of a company for which you have worked or one you know well. How is the sales force structured in this company, and why was it established this way? Do you believe it is a good structure or a bad structure? Support your discussion.

Unit 6 discussion

Identify a leader where you currently work or one that stood out in the past. This leader mostly likely had leadership traits that motivated you to be the best because you really like his/her leadership style. Discuss the leadership’s traits that you would like to emulate to be a good leader.

Unit 7 discussion

Many companies will use award programs to increase sales. These types of programs can lead to unethical behavior. Do you feel a sales manager should encourage this type of program to increase sale? Please support your view.

Unit 8 discussion

Did this course meet your expectations? What did you like the best about this course? What suggestions can you offer to improve this course?

You are a sales manager and you need to hire someone for a sale job. How would you recruit?

Unit 1 case study

1. Is it likely that Jon Menzes will be successful in the short term with this strategy?

2. What are the longer-run implications of this strategy for Jon Menzes and for ProFood?

3. If you were Emily Lewis, what advice would you give Jon? What characteristics would you expect Emily to have as a successful sales manager?

4. Describe the importance of trust in developing a buyer-seller relationship.

5. Identify and describe the personal selling approach that you feel would work best in the situation described in the case study.

Unit 3 case study

1. Assess Fred’s interview with Victor. Do you feel that Fred violated any legal or ethical guidelines during the interview? Explain why you feel this way.

2. How are the key concepts of socialization related to this situation? Explain.

3. What do you think might happen to Victor should he accept the position?

4. What responsibility does Victor have when interviewing for a position such as this?

5. Explain the approaches that Fred used to locate prospective candidates for his sales rep position. How do you think that Fred could improve his recruitment and selection process? Be sure to identify the legal and ethical considerations Fred should be aware of when recruiting individuals and the tools he should use to select candidates with the right profile.

Unit 2 assessment

Question 1 What role does personal selling play in integrated marketing communications?

Your response should consist of at least 75 words.

Question 2 Describe some of the characteristics that would come into play in determining the appropriate sales organization structure.

Your response should consist of at least 75 words.

Question 3 What are important elements of the design of sales territories? What can be the impact of a poorly designed territory?

Your response should consist of at least 75 words.

Question 4 Explain the importance of sales territories from the standpoint of the sales organization.

Your response should consist of at least 75 words.

Unit 4 Assignment

Developing a Sales Training Process

You are a sales manager for a corporation that sells software to local businesses. You have been asked to create a new training process for a new group of salespeople who have been recently hired. Describe your sales training process using

the six interrelated steps discussed in your textbook. Be sure to identify specific, measurable, and obtainable sales training objectives.

Your process should consist of at least three pages, not counting a title page or reference page Make sure that any sources used, including your textbook, are cited and referenced properly using APA formatting. Outside sources other than your textbook are not required but can add depth to your response.

Information about accessing the grading rubric for this assignment is provided below.

Unit 5 Assignment

In this assignment, you are asked to interview a sales manager, and summarize what you learned in a paper of at least three pages. Follow these steps to complete your assignment.

1. Read the chapter assigned in this unit.

2. Review the Unit V discussion in which everyone is asked to post questions to ask a sales manager. Select four to six questions for your interview. When selecting your questions, make sure that you include questions that will cover the following:

? the difference between management and leadership of a sales force,

? how situational factors affect sales leadership, and

? best practices sales managers can follow to create an effective sales force.

3. Find a sales manager to interview. You may be able to find one where you work or through your work colleagues, family, or friends. Auto dealers, radio and television stations, and newspapers have sales managers. A business you deal with may have a sales manager. Keep in mind that the sales manager you interview does not necessarily have to be local because you can conduct your interview in person, on the phone, or using the Internet (email, Skype, Facetime, etc.).

4. When you conduct your interview, remember to take notes. Be sure to record the name and title of the sales manager and where he or she works. Start your paper by identifying the person you interviewed. BBA 3221, Sales Management 4

5. Report on your interview in a paper of at least two pages. As you prepare your report, list each question and then the sales manager’s response after the question.

6. APA formatting is not required for this assignment.

Information about accessing the grading rubric for this assignment is provided below.

Unit 6 PowerPoint Presentation

You have been named the national sales manager of a small distributor that sells products to electronics retailers. You know this is a highly competitive field. You decide you need a reward system for your sales staff in addition to their compensation. You present your idea to the executive vice president of marketing who agrees and asks you to develop a reward program and present it to leadership. Prepare a PowerPoint presentation of at least 10 slides, not including the title and references slide. Include at least two additional peer-reviewed outside sources in addition to your textbook.

Your presentation must address these elements of your reward plan:

1. three objectives your plan is designed to accomplish,

2. the principal elements of your plan with one being a sales contest,

3. how you will describe the plan to the salesforce,

4. the rules for the sales contest (How will you select the winner or winners? What is the prize?), and

5. the way you will evaluate the effectiveness of the plan.

Your presentation should describe how this contest will motivate the salespeople using the key components of motivation,

identify potential issues that could arise due to the contest and how those issues will be handled, and discuss how the

contest follows the guidelines for motivating and rewarding salespeople.

Information about accessing the grading rubric for this assignment is provided below.

Unit 7 Essay

In this assignment, you will plan to conduct an audit of a sales organization and hold a sales meeting to discuss your findings. Prepare one document that includes your 500-word business memo and the 500-word script of what you will say at the sales meeting. Read the situations carefully so you know what to include in each part. Submit this document to the

Unit 7 assessment tab in Blackboard.

You have been selected as the new sales manager of Rapid Digital, a firm founded 20 years ago to provide digital repair services and equipment to other businesses. You are replacing the long-time sales manager (who retired) to bring fresh thinking to the sales organization and its 30 salespeople. The vice president of marketing has asked you to audit the sales organization and prepare a business memo of at least 500 words describing, in detail, how you will conduct the audit. Be sure to explain the role of sales volume, cost, and profitability in your audit. How do these three evaluate the effectiveness of the sales organization? Also, be sure to discuss the concept of benchmarking and how it will be used in your audit to determine the effectiveness of the salesforce.

Your audit of the sales organization raises questions in your mind about the accuracy of the expense information submitted by salespeople and whether some reps may be stretching ethical boundaries to make sales. You decide to call a sales meeting to address your concerns. What will you say? Write a script of at least 500 words that explains the importance of submitting accurate expense reports and following ethical guidelines. Include some examples of ethical lapses. You should not use a cover page but should include references for any sources you use, including the course textbook. Please include at least two peer-reviewed, outside sources, including your textbook.

Information about accessing the grading rubric for this assignment is provided below.

Unit 8 PowerPoint Presentation

You were recently hired as a new sales manager and are about to conduct your first evaluations of individual salespeople.

You have called a sales staff meeting to explain what you plan to do. Prepare a PowerPoint presentation of at least six

slides with a title slide and final slide with references. Please use at least one peer-reviewed outside source in addition to

your textbook. The title slide and reference slide are not included in the required slide count. Your slides should use bullet

points and the notes section of the slides to add detail. Be sure you include at least the following:

BBA 3221, Sales Management 5

1. three reasons why you are conducting the evaluations,

2. three criteria you will measure as part of your evaluation,

3. some advantages and disadvantages of an outcome-based evaluation,

4. some advantages and disadvantages of a behavior-based approach, and

5. how you plan to use salesperson job satisfaction in your evaluations.

Information about accessing the grading rubric for this assignment is provided below

Quiz 1

Question 1 Match the concept with its definition.

Question

Customer value

The importance customers place on products that solve their problems

Sales productivity

Includes the costs associated with generating sales and serving customers and emphasizes producing more sales for a given level of costs

Sales manager

Individual who works with the systems and processes and interacts with the people involved in making a sales organization successful

Personal selling

Involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationships

Transactional selling

Focusing on maximizing the outcomes of individual transactions rather than on longer-terms relationships with customers

Trust-based relationship selling

Involves initiating, developing, and enhancing long-term customer relationships by earning customer trust

Adaptive selling

The ability of a salesperson to alter their sales messages and behaviors during a sales presentation

Mental states selling

An approach that assumes that the buying process for most buyers is essentially identical and that buyers can be led through steps in the buying process

Problem-solving selling

An extension of need satisfaction selling that develops alternative solutions for satisfying needs

Consultative selling

The process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization

Quiz 4

Question 1 Match proper advice for conducting business on the right with its corresponding nation on the left.

Question

China

Never begin to eat and drink before your host

Latin America

Do not schedule more than two appointments in the same day

Thailand

This culture emphasizes harmony, so avoid confrontation

Mexico

Send a box of premium chocolates as a gift instead of flowers.

Japan

Avoid giving gifts wrapped with bows.

Germany

Do not address a business associate by his or her first name without an invitation to do so.

France

Do not schedule a meeting before 10 a.m.

Peru

Avoid changing salespeople in the middle of negotiations.

Russia

Be warm and approachable during the first meeting.

India

Remember that only the highest level boss can make decisions.

Final exam

Question 1Which of the following business strategies would involve selling on the basis of price?

Question 2What is an objective a sales manager could expect to achieve with a sales training program?

Question 3What are the key components in marketing strategy development?

Question 4Which of the following competencies of successful salespeople can build collaborative relationships with customers in which their needs, suggestions, and concerns can be heard?

Question 5Which of the following training topics would give salespeople the knowledge to work with buyers who are considered straight shooters?

Question 6Which of the following types of salesforce profitability analysis would a sales manager use to allocate costs to individual units on the basis of how the units expend or cause these costs?

Question 7What is an example of a style exhibited by a transformational sales leader?

Question 8Which of the following does a sales manager use to instill cost consciousness and profit awareness throughout the organization?

Question 9What is performance evaluation outcome bias?

Question 10What is a basic principle of coaching salespeople?

Question 11Describe how you, as a sales manager, would handle the following situation: One of the salespeople under you is trying to get a customer to purchase a new product. He decides to take three individuals from the customer’s firm to dinner and a basketball game, even though he knows that he has exceeded his entertainment budget for the next month. He asks you if he can just hide these entertainment expenses in different categories in his expense report. How do you handle this situation?

Your response should consist of at least 200 words.

Question 12Discuss how the development of personal selling techniques can help a salesperson evolve into a business consultant.

Your response should consist of at least 200 words.