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study help
business
selling and sales management

Questions and Answers of Selling And Sales Management

6 Discuss the importance of the sales budget in the corporate budgetary process.
5 How does the sales department budget differ from the sales budget?
4 How might a government forecast or a forecast from a trade association be of specific use to a medium-sized company?
3 Define the differences between a sales forecast and a market forecast.
2 Distinguish between qualitative and quantitative forecasting techniques. What are the advantages and disadvantages associated with each approach?
1 What is the place of sales forecasting in the company planning process?
2 The marketing manager also wants the new salesforce to be incentivised to ensure a good product launch. She recognises the importance of the sales budget in motivating and controlling the
1 The marketing manager for the relaunch of the SuperCook range in the United Kingdom wants a system of forecasting that will provide as accurate a picture as possible of first year sales in order to
6. Comprehend how the sales budget is derived and its purpose
5. Understand the part budgets play in the smooth running of an organisation
4. Appreciate how computer software is used in forecasting
3. Understand quantitative forecasting techniques
2. Understand qualitative forecasting techniques
1. Recognise the position of sales forecasting in the marketing planning system
2 How practical is the workload approach to salesforce size determination?
1 The only sensible way to organise a salesforce is by geographical region. All other methods are not cost efficient. Discuss.
5. Establish priorities in relation to customers, travelling time and evolving call patterns
4. Strike a balance between various sales compensation plans
3. Understand the factors to be considered when developing sales territories
2. Compute the numbers of salespeople needed for different selling situations
1. Appreciate the advantages and disadvantages of different salesforce organisation structures
2 You have recently been appointed sales manager of a company selling abrasives to the motor trade. Sales are declining and you believe that a major factor causing this decline is a lack of
5. Organise suitable sales training programmes and evaluate their usefulness
4. Understand what is required to be a successful leader
3. Set sales targets and quotas
2. Apply motivation in practice
1. Understand certain motivation theories in the context of selling
2 Discuss the role of psychological testing in the selection process for salespeople.
1 Distinguish between the job description and the personnel specification. For an industry of your choice, write a suitable job description and personnel specification for a salesperson.
2 Do you agree with Spencer or Preedy or neither?
1 What general factors should be taken into account when recruiting salespeople?
3. Understand the advantages and drawbacks of certain tests and procedures related to selection
2. Apply interview and selection procedures in the context of recruiting salespeople
1. Appreciate that salesperson selection is a key to ultimate selling success
3 Discuss four ways that the internet has affected selling and sales management practices.
2 What is e-commerce? E-commerce can take place at four levels. Discuss each of the four levels.
6. Understand how sales force automation (SFA) software is used to support the sales function in many organisations today
5. Know how information technology can enable customer relationship management (CRM)
4. Understand how small to medium-sized enterprises (SMEs) can use internet technology to market and sell their products
3. Appreciate how large organisations manage procurement using a variety of electronic means
2. Appreciate that future developments in IT will continue to shape these sales functions in the coming decade
1. Understand how a range of information technology (IT) developments have altered the selling and sales management functions
3 What are the stages of managing a direct marketing campaign? Why is the concept of lifetime value of a customer important when designing a campaign?
5 What type of company might benefit most from SMS?
4 What might account for the very positive response to SMS?
3 What factors might reduce the acceptability of SMS for customers?
2 What types of strategic messages might be delivered in future?
1 Why might someone be prepared to pay to receive marketing messages?
3 How might Kettle sustain or even increase its 30 per cent year-on-year growth?
2 Suggest ways in which Kettle Foods can surmount the threat from own-label brands, with particular reference to direct marketing.
1 Which view is the more convincing – Teer’s or Layish’s? Give reasons to justify your answer.
5. Know the media used in direct marketing
4. Know how to manage a direct marketing campaign
3. Understand the nature of database marketing
2. Appreciate the reasons for growth in direct marketing activity
1. Understand the meaning of direct marketing
4 What are the implications for salespeople of the adoption of supply chain integration by larger manufacturers?
3 Describe the key elements of a customer care programme that would be appropriate in a manufacturing or service environment with which you are familiar.
2 Total quality management is a philosophy of management that should permeate every aspect of the organisation and not simply be the concern of production. What is meant by this statement in terms of
1 Discuss the implications of the move towards relationship marketing in organisational buying/selling situations in the context of how this might change the role of selling.
2 Suggest and justify tactics that could be used.
1 Advise senior management on the appropriateness of adopting a relational approach to selling.
6. Understand the notion of relationship selling as being the tactical marketing and sales key stemming from the adoption of reverse marketing
5. Understand the notion of reverse marketing and the change it is bringing about in the traditionally accepted roles of the field salesperson
4. Appreciate the role that is being played by just-in-time manufacturing in bringing about these changes
3. Understand how freer world trade is driving companies towards accepting the need for quality in terms of their relationships with their customers and suppliers
2. See that quality now embraces the organisation as a whole rather than being the sole concern of manufacturing
1. Relate to the ideas put forward by the early quality practitioners
3 What is global account management? What competencies are required and do they differ from those required of the key account manager?
1 Discuss the differences between the characteristics of low- and high-value sales.
8. Appreciate the key success factors for key account management
7. Identify the key components of a key account information and planning system
6. Recognise the ways in which relationships with key accounts can be built
5. Understand the special role and competences of global account management
4. Appreciate the tasks and skills of key account management
3. Understand the criteria used to select key accounts
2. Decide whether key account management is suitable in a given situation
1. Understand what a key account is and the advantages and disadvantages of key account management
2 Discuss the ways in which a salesperson can attempt to identify buyer needs.
1 If the product is right and the sales presentation is right, there is no need to close the sale. Discuss.
4 What are the benefits of an effective controlled sales process for the customer, the salesperson, the sales manager and the company?
3 What management tools and techniques could be used to ensure a controlled sales process is effective? Could information technology help?
2 Why do salespeople spend so much time unproductively? How can this be reduced?
1 This case study is based on car dealerships. How representative is this of other industries?
7 ‘Let me think about it. The Clearprint rep is coming next week. I should like to discuss the points you’ve raised with him.’
6 ‘My staff have got used to using the Clearprint. I’ll have to spend time showing them how to use your machine.’
5 ‘How do I know your service will be any better than Clearprint’s?’
4 ‘Aren’t your hiring charges much higher than Clearprint’s?’
3 ‘Doesn’t your firm have a bad reputation?’
2 ‘We haven’t had any major problems with the Clearprint so far.’
1 ‘I’m sorry, I have an urgent meeting in ten minutes’ time. Can we make it quick?’
5. Understand and apply the art of negotiation
4. Know how to deal with buyers’ objections
3. Understand what is involved in the presentation and the demonstration
2. Apply different questions to different selling situations
1. Distinguish the various phases of the selling process
2 Discuss the contribution of preparation to the selling process.
1 What considerations should be taken into account when deciding on the amount of prospecting a salesperson should do?
3 Prepare a list of possible objections and your responses to them.
2 Prepare a sales presentation for the briefcases.

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