Questions and Answers of Selling And Sales Management

2. Why is it important to invest in sales training?
1. How is sales training related to recruiting and selecting salespeople? How can sales training contribute to salesforce socialization?
7. Identify key ethical and legal issues in sales training.
6. Identify the key issues in evaluating sales training alternatives.
5. Name some typical objectives of sales training programs, and explain how setting objectives for sales training is beneficial to sales managers.
4. Discuss six methods for assessing sales training needs and identify typical sales training needs.
3. Describe the sales training process as a series of six interrelated steps.
2. Explain the importance of sales training and the sales manager’s role in sales training.
1. Understand the role of sales training in salesforce socialization.
3. What steps could be taken to effectively bring about a salesforce comprised of more women and minorities?
2. How do you evaluate Tim’s method for dealing with the salesforce composition issue?
1. Should James be concerned about the present composition of the salesforce? Explain.
5. How do you think that Frank could improve his recruitment and selection process?
4. What responsibility does Vince have when interviewing for a position such as this?
3. What do you think might happen to Vince should he accept the position?
2. How are the key concepts of socialization related to this situation? Explain.
1. Assess Frank’s interview with Vince.
10. What is stress interviewing? How do some sales managers justify using stress interviews?
9. Summarize the primary legislation designed to prohibit illegal discrimination in the recruitment and selection process.
8. Briefly describe the commonly used evaluation tools in the selection process.
salespeople? Who pays the fee charged by such agencies: the hiring company or the job candidate?
7. How can private employment agencies assist in the recruitment and selection of
6. Refer to p. 142 to “Sales Management in the 21st Century: Locating Sales Candidates at W.B. Mason Office Products.” Where does W.B. Mason Office Products find its sales candidates?
5. What are the advantages of using employee referral programs to recruit salespeople?Can you identify some disadvantages?
4. Describe the relationship between conducting a job analysis, determining job qualifications, and completing a written job description.
3. Refer to p. 134 to “Sales Management in the 21st Century: Achieving Congruence and Realism at W.B. Mason Office Products.” What does W.B. Mason Office Products do to help it achieve congruence
2. To enhance salesforce socialization, recruitment and selection should ensure realism and congruence. How can this be accomplished?
1. What are some of the problems associated with improperly executed recruitment and selection activities?
4. Discuss the legal and ethical considerations in salesforce recruitment and selection.
3. Identify the key activities in planning and executing a program for salesforce recruitment and selection.
2. Describe how recruitment and selection affect salesforce socialization and performance.
1. Explain the critical role of recruitment and selection in building and maintaining a productive salesforce.
4. What changes and additions would you make to the draft plan?
3. What are the pros and cons of Smith’s draft plan?
2. What are the implications for AIC’s customers if the draft plan is implemented?
1. What are the implications for Julie Burton and Terrell Johnson if the draft plan is implemented?
3. Give an example of why a firm might want to organize around a geographic, product, market, or a functional specialization.
2. As an organization, your university has a specified structure. Identify this structure(draw it or obtain a copy of it). How specialized is this structure? What is its degree of centralization?
1. Assume that you are the national sales manager for Replica Inc., a manufacturer and marketer of photocopy equipment and supplies. The firm’s products are sold both nationally and internationally
10. Should firms always try to design equal territories? Why or why not?
9. How can computer modeling assist sales managers in designing territories?
8. How are salesforce size decisions different for firms with one generalized salesforce versus firms with several specialized salesforces?
7. How can the incremental method be used to determine the number of salespeople to assign to a sales district?
6. How are salesforce deployment decisions related to decisions on sales organization structure?
5. What are the important relationships between span of control, management levels, line positions, staff positions, specialization, and centralization?
4. What are some problems that a firm might face when undertaking a major restructuring of its sales organization?
3. What are the advantages and disadvantages of structuring a sales organization for strategic account management?
2. Why do you think there is a trend toward more salesforce specialization?
1. Discuss the situational factors that suggest the need for specialization and centralization.Provide a specific example of each factor discussed.
11. Discuss the importance of forecasting and its role in sales force decision making.
10. Discuss the important “people” considerations in salesforce deployment.
9. Explain the importance of sales territories and list the steps in the territory design process.
8. Describe three methods for calculating salesforce size.
7. Explain three analytical approaches for determining allocation of selling effort.
6. Discuss salesforce deployment.
5. Explain how to determine the appropriate sales organization structure for a given selling situation.
4. Name the important considerations in organizing strategic account management programs.
3. Evaluate the advantages and disadvantages of sales organization structures.
2. Describe the ways salesforces might be specialized.
1. Define the concepts of specialization, centralization, span of control versus management levels, and line versus staff positions.
3. How would you assess NCM’s alternative sales channel on the Web? Can you recommend any changes to minimize conflict with the independent reps?
2. What factors should Ann consider as she contemplates a change in major account sales strategy, especially a change that assigns independent reps to some major accounts?
1. Should Ann request a revision of the 5 percent cost-of-sales target? If so, what sort of information would she need to convince her CEO?
3. Since the meeting with the regional managers ended on a sour note, what should Gaines do now? What should the regional managers do?
2. What are the pros and cons of Sophia Rones’five-point plan?
1. Is it reasonable to charge CVPS’ salesforce with simultaneously building and holding market share?
4. A salesperson leaving a sales meeting was heard to remark, “If we didn’t have to spend so much of our time with all this planning, we could spend our time on something productive like
3. Protech Athletics Manufacturing currently markets a line of sporting goods equipment through independent sales representatives. The company has grown considerably since its inception seven years
2. You are the sales manager for WorldPub, a textbook publishing company. You believe it would be a good idea to get involved on the Internet to help move your company’s line of college business
1. Visit the library or use the Internet to find the annual report or similar information about a company of your choice. Try to choose a firm with whom you might like to work after graduation. Use
10. What are the most important organizational buyer behavior trends, and how might these trends affect sales strategies in the future?
9. How might telemarketing be used when accounts are covered by distributors?
8. How can trade shows be used to supplement other sales channels?
7. How is the management of relationships with distributors different from the management of relationships with end-user customers?
6. Discuss how the buying situation affects the buying center, the buying process, and buying needs.
5. How would sales management activities differ for an SBU following a differentiation strategy versus an SBU using a low-cost strategy?
4. Why do most firms use both personal selling and advertising in their strategies?
3. Why is personal selling typically emphasized in business markets and advertising emphasized in consumer markets?
2. How can sales promotion and publicity be used to supplement a personal selling–driven strategy?
1. How does the corporate mission statement affect personal selling and sales management activities?
10. Describe the advantages and disadvantages of different sales channel strategies.
9. Discuss the importance of different selling strategies.
8. Explain the different types of relationship strategies.
7. Define an account targeting strategy.
6. Discuss the important concepts behind organizational buyer behavior.
5. Describe ways that personal selling, advertising, and other tools can be blended into effective integrated marketing communications programs.
4. Specify the situations in which personal selling is typically emphasized in a marketing strategy.
3. List the advantages and disadvantages of personal selling as a marketing communications tool.
2. Discuss how corporate and business strategy decisions affect the sales function.
1. Define the strategy levels for multibusiness, multiproduct firms.
2. What should Olivia Hartsell try to accomplish in her next sales calls on Brighter Office?
1. Did the Olivia Hartsell character adequately assess the situation and determine the buyer’s needs for both MaryAnn Eden and Bob Porter?
2. Using the ADAPT questioning method discussed in this chapter, develop 5–7 questions for the first two stages—A (assess the buyer’s situation)and D (discover the buyer’s needs)—that could
1. What additional information does Olivia Hartsell need before she can attempt to make the sale to Brighter Office?
3. If you were Grace Lamkin, what advice would you give Tom?
2. What are the longer-run implications of this strategy for Tom Olivia and Jordan Wholesale Marketplace?
1. How likely is it that Tom Olivia will be successful in the short term with this strategy?
4. Role-Play Situation: Review the ethical and legal guidelines in Exhibit 2.2.Characters: One sales manager and one salesperson for ABC, an athletic shoe manufacturer that sells to sporting goods
3. Role-Play Situation: Review the ADAPT questioning method on p. 23.Characters: One student is the seller, and one student is the potential buyer.Scene: As the seller, you are trying to determine if
2. Most entrepreneurs take on an active role in selling their ideas, products, and services to investors, customers, and future employees. However, many entrepreneurs have no prior sales experience

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