Questions and Answers of Selling And Sales Management

Explain the fundamental concepts in sales-expense reimbursement.
Describe salary, commission, and combination pay plans in terms of their advantages and disadvantages.
Describe the primary financial and nonfinancial compensation rewards available to salespeople.
Explain the difference between compensation rewards and noncompensation rewards.
Explain the key components of motivation: intensity, persistence, and direction.
What would you recommend Rock do differently?
What suggestions can you provide to Rock regarding coaching?
How would you characterize Rock’s management style? How would you assess his sales management performance thus far?
If Curt is taking drugs, what do you recommend that Laurel do? How can she prevent problems like this in the future?
Should Laurel speak to Janice? Why or why not? If so, what should she say to her?
Should Laurel confront Curt? If not, why? If so, how should she handle the situation?
Refer to “Sales Management in the 21st Century: Collaboration and Coaching at KV Pharmaceutical Company.” How does Steve Randazzo use collaboration and coaching to help its salespeople succeed?
Refer to “Sales Management in the 21st Century: Leading the Salesforce at Federated Mutual Insurance.” Explain Sabrina Rogers’ approach to leadership in your own words.
Sales managers may learn a lot about their organizations and salespeople simply by spending time observing activities in the office or in the field and talking with the people involved. To maximize
What is the difference between outcome feedback and cognitive feedback? Which is most important in coaching?
Describe five influence strategies, including the power bases related to each strategy.
What are four categories of skills that could be useful in leadership?
How does the contingency approach to leadership differ from the trait approach and the behavior approach?
Describe five types of power that affect leadership. What are the problems associated with overreliance on reward and coercive power?
Briefly describe the six components of the sales leadership model shown in Figure 7.1.
Explain why the following views of leadership are relevant for sales organizations:Leader–Member Exchange (LMX) model and transformational leadership.
Identify some of the problems encountered in leading and supervising a salesforce.
Discuss issues related to coaching the salesforce, holding integrative meetings, and practicing ethical management.
Explain five influence strategies used in leadership.
Discuss five bases of power that affect leadership.
List the six components of a sales leadership model.
Explain how the LMX model and leadership style approaches contribute to contemporary sales leadership.
Distinguish between salesforce leadership, management, and supervision.
What are the effects of sales training on salesforce motivation and morale?
If you were Beth’s sales manager and you discovered that several of your salespeople had training needs similar to those of Beth, what methods would you suggest for training the salesforce to
With regard to Beth, what sales training needs can you identify?
Do you think that salespeople will find this program useful? Explain.
Do you think this program will improve sales?Explain.
Assess the sales training processes used by Clara Halter. What would you do differently if you were she? (That is, how could the process be improved?)
What are some of the important ethical and legal considerations that might be included in a sales training program?
What is the purpose of the follow-up and evaluation step in the sales training process? When should evaluation take place?
Refer to “Sales Management in the 21st Century: Performing Sales Training at ADP.” What are the benefits of using sales reps to facilitate sales training?
Discuss four methods for delivering sales training.
When the sales manager is evaluating sales training alternatives, what four areas should he or she consider?
How is the process of setting objectives for sales training beneficial to sales managers?
Refer to “Sales Management in the 21st Century: Training for Relationship Building at ADP.” How can training salespeople in relationship building help a company?
What are six methods of assessing sales training needs? Can each of these methods be used in either a proactive or reactive approach to determining training needs?
Why is it important to invest in sales training?
How is sales training related to recruiting and selecting salespeople? How can sales training contribute to salesforce socialization?
Identify key ethical and legal issues in sales training.
Identify the key issues in evaluating sales training alternatives.
Name some typical objectives of sales training programs, and explain how setting objectives for sales training is beneficial to sales managers.
Discuss six methods for assessing sales training needs and identify typical sales training needs.
Describe the sales training process as a series of six interrelated steps.
Explain the importance of sales training and the sales manager’s role in sales training.
Understand the role of sales training in salesforce socialization.
What steps could be taken to effectively bring about a salesforce comprised of more women and minorities?
How do you evaluate Angotti’s method for dealing with the salesforce composition issue?
Should Blankenship be concerned about the present composition of the salesforce? Explain.
What key concepts of salesforce socialization are related to this situation? Explain.
How could Rob improve his recruiting and selecting process? Explain.
Who should Rob hire and why? Explain.
Based on the information you have about Christine and Joe, how do they rate relative to Sweet-Treats’ job qualifications?
What is stress interviewing? How do some sales managers justify using stress interviews?
Summarize the primary legislation designed to prohibit illegal discrimination in the recruitment and selection process.
What can be learned about a job candidate from analyzing a job application that cannot be learned from the candidate’s resume?
How can private employment agencies assist in the recruitment and selection of salespeople? Who pays the fee charged by such agencies, the hiring company or the job candidate?
What are the advantages of using employee referral programs to recruit salespeople?Can you identify some disadvantages?
Refer to “Sales Management in the 21st Century: Key Job Qualifications at Hershey Chocolate U.S.A.” What is the relationship between job qualifications and a company’s personal selling approach?
Describe the relationship between conducting a job analysis, determining job qualifications, and completing a written job description.
Refer to “Sales Management in the 21st Century: Finding a Fit at Hershey Chocolate U.S.A.” What are important factors for achieving congruence at Hershey?
To enhance salesforce socialization, recruitment and selection should ensure realism and congruence. How can this be accomplished?
What are some of the problems associated with improperly executed recruitment and selection activities?
Use tests as part of the selection process, but do not base the hiring decision solely on test results.
Select a test that minimizes the applicant’s ability to anticipate desired responses.
Use tests that have been based on a job analysis for the particular job in question.
If psychological tests are used, be sure the standards of the American Psychological Association have been met.
Do not attempt to construct tests for the purpose of selecting salespeople. Leave this job to the testing experts and human resource specialists.
What must a person do to be liked by others?
How would you go about making a friend?Developing a customer?
Do you prefer making new friends or keeping old ones? Why?
What kind of customers (people) do you get along with best?
What methods are effective in dealing with people? What methods are ineffective?
Have you ever organized a group? Tell me about it.
How do you handle fault finders?
Most useful criticism received? From whom?Tell me about it. Most useless?
How would you size up your last employer?
How do you feel about those weaknesses?
Are your weaknesses important enough to do something about them? Why or why not?
Tell me about your strengths and weaknesses.
What are the differences between planned and unplanned work?
If you were manager, how would you run your present job?
Where do you want to be five years from today?
Give me an idea of how you spend a typical day.
What part is the most difficult for you?
What part of your work (selling) do you like best? like least?
What things do some customers do that are irritating to other people?
What do you most admire about your friends?
Most pleasant sales (work) experiences?
What were your most unpleasant sales (work)experiences?
What buyers’ actions irritate you?
How do you get along with customers (people) you dislike?
What things disturb you most?
When have you felt like giving up on a task?Tell me about it.
Which supervisors let you work alone? How did you feel about this?

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