Questions and Answers of Selling And Sales Management

5. Using the following information, conduct a productivity analysis. Based on your analysis, do you have any concerns? Explain. District 1 District 2 District 3 District 4 Sales $15,000,000
4. Role Play Situation: Read An Ethical Dilemma on p. 264. Characters: Cailen, southwest region manager; Brenda, one of Cailen’s top salespeople Scene: Location—local restaurant for lunch.
3. Several sites are available on the Web that provide benchmarking services. One such site is Best Practices, LLC (www.best -in -class.com), a research and consulting firm that provides business
2. Sales and cost data can be combined in various ways to produce evaluations of sales organization proftability for different organizational levels or different types of sales. Three types of
1. Using the following information provided for the end of the current fscal year, conduct a sales analysis to evaluate sales organization effectiveness. The company anticipated sales growth of 5
10. Discuss how you think new technologies such as AI and AI chatbots will affect the evaluations of sales organization effectiveness in the future.
8. Identify fve different sales organization productivity ratios that you would recommend. Describe how each would be calculated and what information each would provide.
4. What is meant by a hierarchical sales analysis? Can a hierarchical approach be used in analyzing costs, proftability, and/or productivity?
2. Assess the possibility of Sutton becoming a champion for the roll-out of the mobile appli- cation. Is this a good idea?
1. How do you suggest Waits handle Sutton?
7. Role Play Situation: Read An Ethical Dilemma on p. 235. Characters: Maggie Williams, salesperson; Maggie's sales manager. Scene: Location-Sales manager's office. Action-Maggie's sales manager con-
6. Conduct a search using the Internet (or search for articles by some other means) to locate various incentives that might be offered to a salesforce. Explain at least three different specific
5. Ashley Dillon, sales manager for PayWell, an automated payroll processing company, is attempting to foster teamwork in her salesforce. In particular, new salespeople often struggle to establish a
4. This exercise is designed to expose you to differences in compensation and motiva- tion across salespeople and companies. Interview three salespeople (in person or via telephone, Zoom, or Teams)
3. Role Play Situation: Read and prepare your plan for a sales contest as explained in no. 2 directly above. Characters: One student is the salesperson, and one is the sales manager. Scene: The
2. Most student organizations are looking for ways to raise funds. Choose a student (or any other) organization and determine a fundraising activity that involves some form of personal selling (e.g.,
1. Assume you have been hired as the national sales manager for a newly formed elec- tronics distributor. Your salesforce will sell directly to electronics retailers. Although the company is not
8. Refer to "Sales Management in Action: Utilizing Self-Selected Incentives to Increase Sales" on p. 237. Explain the rationale for individualized reward programs being more effective than
6. Refer to "Sales Management in Action: Sales Incentives that Boost Growth in Today's New-Normal and Beyond" on p. 233. Explain how the three building blocks assist sales managers in developing
3. What would you recommend Damon do differ ently?
2. Based on Damon's coaching session with Zoe, what suggestions can you provide to Damon regarding coaching?
1. How would you characterize Damon's leader- ship style? How would you assess his sales management performance thus far?
3. If Oliver has personal problems, what do you recommend that Mia do? How can she prevent problems like this in the future?
2. Should Mia speak to Nora? Why or why not? If so, what should she say to her?
1. Should Mia confront Oliver? If not, why? If so, how should she handle the situation?
8. You are the president of a student organization on campus. You are planning to have your first meeting of the semester with returning members and those who have been invited to learn about your
7. Access the Center for Creative Leadership at www.ccl.org. Examine the contents of the website. What types of resources are available to sales managers to help them become better leaders (explain
6. Role Play Situation: Read "An Ethical Dilemma" on p. 210. Characters: Yourself as district sales manager; the star salesperson. Scene: Location-District sales manager's office. Action-You are
5. Role Play Location-Hyvee grocery store. Action-Kelly attempts to convince Don to give her shelf space for a new flavor of Shaka bottled tea. She is very unenthusiastic. Furthermore, she is having
4. Role Play Situation: Sales manager Julie is accompanying sales rep Kelly on a sales call to a local grocery store, Hyvee. Kelly is attempting to gain shelf space for a new flavor of Shaka bottled
3. Google "sales leadership." Select three articles from the results of this search. Read cach article and discuss how it applies to one or more topics covered in this chapter.
2. Choose an individual who is considered to be (or to have been) a great leader. Use library resources, the Internet, and so on, to examine this individual to determine what makes (or made) this
1. Reggie has been a steady contributor as a sales representative with Electric Supplies, Inc. for the past five years. Conscientious and hard-working, he has always been willing to pull his weight.
10. Refer to "Sales Management in Action: Coaching vs. Managing at Abstrakt Marketing Group" on p. 208. Discuss the key aspects of John Schwepker's strategy for coaching salespeople.
9. Refer to "Sales Management in Action: #1 Attribute for Sales Leadership at Abstrakt Marketing Group" on p. 200. Why is developing trust a critical aspect of sales leadership?
6. Describe five core influence strategies, including the power bases related to each strategy.
3. Describe six types of power that affect leadership. What are the problems associated with overreliance on reward and coercive power?
4. Discuss six bases of power that affect sales leadership.
2. If you were Emma's sales manager and you discovered that several of your salespeople had training needs similar to those of Emma, what methods would you suggest for training the salesforce to
1. With regard to Emma, what sales training needs can you identify?
3. What kind of reactions might Rich expect from his salespeople after implementing this training program?
10. As a sales manager, you would like to train your salespeople how to handle ethical issues. What methods and media might you use to accomplish this?
8. Role Play Situation: Read An Ethical Dilemma on p. 176. Characters: Chad, national sales manager; Jada, sales trainee. Scene: Location-Company training room. Action-Chad acts out an alterna- tive
7. As a sales manager, you would like to teach your salespeople how to handle differ- ent buyer types. Using Exhibit 6.2 on p. 170 as a guide, explain the methods and media you would use to prepare
5. Access Rapid Learning Institute (https://rapidlearninginstitute.com). Scroll down the page and click on "sales micro-video training & coaching tools." Review the information and address the
4. As the sales manager for ABC company, you have decided that as part of your train- ing program you would like to use role playing to achieve three objectives: (1) teach salespeople how to set
3. There is a universal ongoing need for training on "how to sell." For instance, knowing how to listen effectively is an extremely important skill that contributes to the success of salespeople.
1. Go to www.webex.com. What is WebEx? What are the advantages and disadvan- tages of using a company such as WebEx to assist a company with its sales training? What types of sales training do you
6. Refer to "Sales Management in Action: Fulfilling Company Objectives Through Strategic Training at Kraft Tool Company" on p. 173. What important objective does strategic training help Kraft Tool
4. Refer to "Sales Management in Action: Tactical Sales Training at Kraft Tool Company" on p. 168. What is involved in sales tactical training at Kraft Tool Company and why is it done?
9. Discuss what occurs during the follow-up and evaluation stage of sales training. 10. Identify key ethical and legal issues in sales training.
8. Identify key aspects of performing sales training.
7. Explain what is involved in designing the sales training program.
3. What new technologies will be needed to improve the evaluation of meetings and events in the future?
2. What do you believe are some further demographic and social trends that will impact the future development of technological solutions for meetings and events?
1. What are some of the obstacles to conducting hybrid meetings and events?
4. How would you crowdsource a local new sports event?
3. What are your attitudes to crowdsourcing as a power in modern society?
2. What other examples of a crowdsourcing event, except TED, can you list?
1. What will motivate you to become part of a crowd?
2. How will you moderate comments to promote democracy but protect and preserve your meeting and event brand image?
1. How will you use a content expert to answer questions about your meeting and event content in a real-time manner during your program?
7. How can mobile app marketing increase revenue and the number of meeting and event attendees?
6. Why is it important to implement mobile app-based event and meeting marketing?
5. Which strategies will be the most important for mobile appbased event and meeting marketing?
4. How can meeting and event planners benefit from mobile applications?
3. How do you (or your organization) align mobile marketing strategy with your overall business objective?
2. What are the unique aspects of mobile marketing? List the differences from traditional marketing
1. What types of mobile marketing tools/contents have you experienced in the meeting and event industry?
3. How does the new media help local events to come to the global scene?
2. Are social media and social networks simplifying event planning or is it just the opposite?
1. How do social media and social networks change the event experience?
■ How to measure and evaluate the success of your planned events in social media and social networks.
■ Stimulate conversation and engagement between your guests before, during, and after your planned events
■ Create and manage content (written, audio, video) for your planned events in the social media and social networks
■ Decide which social media and social networks to use for the needs of your planned events?
■ Take the best from the differences between social media and social networks
■ Understand and appreciate the importance of social media and social networks for planned events
4. What is the attitude of your peers about audio content?
3. What topics do you find convenient to post on an event company blog?
2. What kind of information do people look for at event websites?
1. What is your attitude about Wikipedia articles?
3. What are the four forces for global change in meetings and events and how will they positively impact the growth of your organization in the future?
2. How will changing demographics impact the use of meeting and event technology?
1. What is the best way to improve the overall meetings and events participant user experience?
■ Anticipate the future mobile and broadband capacity for meeting and event technology users?
■ Continuously improve the user experience through meeting and event technology
■ Strategize new ways to invest in meeting and event technologies at lower cost and higher return on investment
■ Analyze the user friendliness and usage of your meeting and event technology operations
■ Evaluate the return on the marketing investment of your meeting and event technology decisions
■ Measure the return on investment of your meeting and event technology decisions
3. What is the future of virtual meetings and events and the challenges event meeting planners face
2. What are the key determinants of selecting a virtual event technology system?
1. What are the top reasons for organizing virtual meetings?
4. What are the key security concepts that are emphasized in a meeting/event management database management system?
3. What are the advantages of cloud computing for meeting/event administration management?
2. What are the key features you should look for in choosing a cloud platform?
1. How does digitalization change your personal documentation style?
■ Evaluate and analyze meeting and event administrative technology options?
■ Explain the importance of information management and secure data management

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