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study help
business
selling and sales management

Questions and Answers of Selling And Sales Management

1 What are your sales objectives? What extra information would be useful?
9. Plan individual sales interviews
8. Understand the art of negotiation
7. Understand the issues in cold canvassing
6. Assess what preparation is needed prior to selling
5. Understand the importance of self-management in selling
4. Take a systematic approach to keeping customer records
3. Understand the meaning and importance of the sales cycle
2. Evaluate sources of sales prospects
1. Itemise sales responsibilities
3 How does the external legal environment affect the role of sales management?
2 How well protected are customers from false trade descriptions and faulty goods?
1 What is a contract? Of what significance are contracts in buyer–seller relationships?
• Managers of such retail establishments?
• The staff who work there including implications for training and recruitment?
5. Appreciate ethical issues in sales
4. Make voluntary and legal restraints work to the advantage of both the buyer and the seller
3. Appreciate how legal controls affect sales activities
2. Apply appropriate terms and conditions to a contract of sale
1. Understand the importance of consumer protection in the context of selling
5 How is the world-wide trend towards urbanisation and greater overseas travel affecting opportunities for international selling?
4 What are the differences that should be considered when international sales managers draw up their export plans?
3 Discuss the contribution that the WTO has made to a freeing up of international sales negotiations.
2 How does the role of an export agent differ from the role of an export salesperson?
1 Discuss the contention that there is no such thing as ‘overseas selling’; it is merely an extension of selling to the home market.
5 What, if any, further research needs to be undertaken before attempting to export to the United States?
4 What would be your marketing communications and sales promotional strategies for the company in the United States? More specifically, outline your sales ‘message’ and the type of media you
3 How might your various strategies change and what further considerations would need to be made if, after initial success in the US market, the Middle East and Japan offered good export
2 What form of representation would you recommend for this new market – or would you consider setting up a manufacturing subsidiary? Give reasons for your decision.
1 Draw up a short-, medium- and long-term sales strategy upon how Quality Kraft Carpets can enter, develop and remain in the US market.
4 Assume that a small bank you are advising has decided to set up in the region. What strategic guidelines would you give to the bank in so far as organising its selling activities is concerned?
3 What research would you advise a small bank to undertake before setting up in the region for the first time?
2 What segmentation possibilities might exist for a smaller bank in the region?
1 Give advice to a UK bank that has not previously been engaged in the ASEAN region on what problems it might face when setting up in the area.
3 Finding partners that can sell the software to their clients.
2 Persuading a blue-chip company to use the software and prove to others that it works.
1 Managing software development in Calcutta.
3 Explain the concept of self-reference criteria and its implications for selling in China.
2 An important Chinese cultural issue is the avoidance of loss of face. Discuss its implications for selling in China.
1 What are the implications of Guanxi networks for selling in China?
6. Appreciate the effects of world-wide sourcing and buying alliances
5. Know how to organise for international selling
4. Evaluate the role of culture in international selling
3. Have a working knowledge of many of the world’s trading blocs
2. Appreciate the nature of different types of overseas representational arrangements
1. Understand key economic terms relating to international trade
6 How can new methods of promotion through the internet assist the sales process?
4 Explain the meaning of ‘push’ and ‘pull’ promotional techniques. How can each help the salesperson to plan sales more effectively?
3 Using appropriate illustrations, explain how PR assists the sales function.
2 How can sales promotion techniques be used to help the sales effort?
1 In the context of sales channels why is it important to engage in segmentation and targeting?
2 What are the disadvantages of the present salary-only compensation plan? What advice would you give to Booth about devising and implementing a new system of compensation for the salesforce?
1 What steps should Richard Booth take to investigate further the problems highlighted by his initial research, while at the same time gaining the co-operation of the salesforce?In your answer
2 What are the implications of pursuing each of the three courses of action suggested by Johnny Tan?
1 What can Johnny Tan do to revitalise his demoralised salesforce?
6. Understand the nature and role of public relations as a selling tool
5. Evaluate the usefulness and application of exhibitions as a promotional medium
4. Understand the unique problems and forces that surround organisational and service sales settings
3. Evaluate push and pull promotional strategies and tactics
2. Appreciate why channels are structured in different ways
1. Understand the forces that impact on selling and sales management
2 Of what practical importance is the study of organisational buyer behaviour to the personal selling function?
1 Compare and contrast the ways in which consumers and organisations buy products and services.
3 Imagine that you were the salesperson. How would you have conducted the sales interview?
2 Did the salesperson understand the motives behind the purchase? If not, why not? Did they make any other mistakes?
1 What choice criteria did Jim and Mary use when deciding whether to buy a computer and which model to buy?
3. Recognise the importance of relationship management
2. Formulate strategies for approaching consumer and organisational buyers
1. Understand the different motivations of consumer and organisational buyers
5 What is meant by contingency planning and when is it required in the marketing planning process?
4 What is the relationship between SWOT analysis and the SWOT matrix?
2 What is the relationship between objectives, strategies and tactics?
1 Explain the differences between marketing strategies and sales strategies.
4 What is the logic in conducting a SWOT analysis in this context?
3 How would you respond to Duncan’s comments on the promotional mix and in particular to his comments about the level of advertising expenditure?
2 Looking at Duncan’s analysis of the previous meeting, what issues/problems do you see that are of relevance to the activities of the salesforce?
1 Give a brief outline of ways the sales manager can contribute to the marketing planning process at Auckland Engineering.
4. Differentiate between objectives, strategies and tactics
3. Identify component parts of the communications mix
2. Appreciate where the key marketing concepts fit into the planning process
1. Understand and appreciate the differences between sales and marketing strategies
4 Give reasons as to why the shape of the curve of the product life-cycle is similar to that of the adoption of innovations curve.
3 Differentiate between production, sales and marketing orientation.
2 How does the role of selling tend to differ between(a) industrial products and(b) consumer products?
4 What general advice can you give to the company to make it more marketing orientated?
3 What problems can you anticipate if Jim Bullins goes ahead and appoints a marketing manager?
2 Comment on the following as they exist now at Mephisto Products:(a) marketing orientation(b) the marketing mix(c) the product life-cycle
1 Criticise Mephisto Products’ approach to sales and marketing.
5. Recognise the role of selling as a career
4. Identify the responsibilities of sales management
3. Know where selling fits into the marketing mix
2. Appreciate why selling generally has a negative image
1. Understand the implications of production, sales and marketing orientation
3 What action would you take? MacLaren Tyres is a company involved in the import and marketing of car tyres manufactured in Asia.David MacLaren established the business in 1990 when a friend living
2 What further information is needed to produce a more complete appraisal? MacLaren Tyres is a company involved in the import and marketing of car tyres manufactured in Asia.David MacLaren
1 Evaluate the performance of each of MacLaren’s salespeople. MacLaren Tyres is a company involved in the import and marketing of car tyres manufactured in Asia.David MacLaren established the
3 Suggest and justify the kind of commission structure that you would put into place. Dynasty Ltd is a radio paging service that has operated since the mid-1970s when radio pagers took Hong Kong by
2 State whether you agree with the sales manager or the sales director or neither. Dynasty Ltd is a radio paging service that has operated since the mid-1970s when radio pagers took Hong Kong by
1 Justify what general factors you consider should be taken into account when recruiting salespeople for the positions described in the exercise. In particular, suggest how the performance of such
1 Criticise Mephisto Products’ approach to sales and marketing. ‘Yet another poor year,’ reflected the senior executive of Mephisto Products. ‘Profits down by 15 per cent, sales and turnover

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