Questions and Answers of Selling And Sales Management

planning, and what distinguishes each new stage?
2 What are the five evolutionary stages that most companies pass through in regard to
1 What is the goal of strategic planning and how is it achieved?
sales performance, and knowing when to take corrective action.
Understand how to control the strategic process by comparing actual to expected
Describe the environmental scanning process and its important components.
Explain the important elements of an effective strategic sales plan.
Discuss the various methods for setting sales budgets.
Understand the strategic planning process and its relationship to sales management.
8 Why is the level of competition important when assessing overseas market expansion, and how can the different market size estimation techniques be adjusted to reflect expected sales competition?
7 How can the sales manager assess the fit of a particular salesperson for an overseas market?
5 What is a political risk assessment, and why would it be important when assessing market potential?6 What are some of the laws that can affect overseas sales and business operations that are
4 What are the five different techniques that can be used for market size determination, and why would it be necessary to use more than one to get a reasonable estimate of sales potential?
3 What are the four different levels of economic development, and what types of products/services would be appropriate for each?
2 What is GNP purchasing power parity and how is it helpful in determining sales potential?
1 Why is income problematic when trying to estimate buying power in an overseas market?
Understand how the nature of competition can affect sales success in new global markets.
Assess the potential fit of a particular salesperson in a new cross-cultural market.
Understand how the political/legal conditions can affect sales potential.
Forecast sales for new markets in a cross-cultural setting using a variety of techniques.
Discuss the role of culture in new market assessment.
Explain how economic conditions can affect sales success in different markets.
Understand how to effectively judge the attractiveness of potential cross-cultural markets for international sales purposes.
8 Explain the evaluation problems caused by sales manager bias.
7 What pitfalls are inherent in informal evaluation systems?
6 Discuss the need to match assessment technique(s) to the goal(s) of the evaluation.
5 What qualitative criteria do managers examine when assessing the salesperson?
4 What is the relationship of activities and outcome measures?
3 Why is it necessary to assess sales, cost, and profitability data when evaluating sales force performance?
1 What challenges are posed when firms evaluate sales force efforts globally?2 Why is it important to differentiate between sales force effectiveness and salesperson performance?
Discuss the impact and importance of minimizing assessment bias.
Explain why “informal” evaluation is harmful to the sales force.
Detail the different evaluation techniques utilized to rate the sales force.
Compute sales volume per call, order per call, and average cost per call ratios.
Understand the relationship of the four areas assessed in performance appraisals.
List the advantages and disadvantages of sales, cost, and profitability analysis.
Discuss differences that exist in local and global evaluation efforts.
Provide reasons for evaluating the sales force and individual salespersons.
7 What is the purpose of expense plans? Compare and contrast the advantages and disadvantages of the three expense plans covered in this chapter.
6 How might you use nonfinancial incentives to compensate the sales force?
5 How would you design a sales contest to increase the number of new customers for your firm? What actions are necessary to increase the success rate of contests?
4 Is there a connection between the ethical practices of management, regarding pay matters, and the ethical behavior of the sales force? What is it?
3 Which pay plan would work best for a software firm that is the market leader?
2 What are the advantages of each pay plan? The disadvantages?
1 How do compensation systems affect the type of people that are attracted to a sales position and, more important, why they remain with the firm?
Compare and contrast the three types of sales expense plans.
Discuss how nonfinancial rewards can be merged with compensation plans to increase sales force job satisfaction.
Explain how to design and manage a sales contest.
Understand how ethical compensation issues impact the sales force.
Compare and contrast the three types of compensation plans.
Explain why compensation is such an important determinant of sales force quality and performance.
6 Explain job satisfaction and attempt to establish ways in which motivational tools can contribute to the job satisfaction or dissatisfaction of culturally diverse salespeople.
5 What are the main motivational tools and how can cultural differences in a global sales force impact their effectiveness?
4 What does the reinforcement theory postulate and how does it differ from the content and process theories?
3 Identify and explain the process theories of motivation. What question have these theories addressed?
2 Discuss the need theories of motivation and assess their explanation of motivated behavior.
1 Define the three-dimensional construct of motivation and explain why it is important to sales managers.
Discuss the relationship between motivation and job satisfaction.
Explain various tools available for motivating the global sales force.
Understand the impact of cultural differences on motivation.
Appreciate the complexity of the motivational process and explain the theories of motivation.
Identify the factors influencing salespeople’s motivation.
Understand the importance of motivation.
6 In what ways is the management of the sales territory impacted by ethics?
5 How familiar must the sales manager be with culture to manage a sales force? Why?
4 List and discuss the four criteria necessary for sound partner selection.
3 What other factors would influence your decision to switch from an agent to a salesperson?
2 If a firm decides to expand into a new territory with a high-tech product, which form of salesperson – expatriate, host-, or third-country – would be appropriate? For a consumer good, such as
1 Under what conditions are company salespersons preferable for covering a territory? Why are agents utilized in new territories?
Discuss ethical dilemmas encountered in territory management.
Explain cultural influences on sales control and administration.
Compute a breakdown and composite methodology to determine sales force size.
Discuss the four criteria for selecting partners.
Compute a break-even analysis to determine the economic switchover point between a company sales force and a sales agent.
Explain the positive and negative aspects of using expatriates, host-country, and third-country salespersons.
Compare and contrast the advantages and disadvantages of a company salesperson and sales agent.
6 Of the four evaluation stages, which is easiest to conduct? Which is most valuable?
5 List as many reasons as possible why it is difficult to objectively evaluate sales training.
4 Why are some training programs shorter or longer than other training programs?
3 Write a SMART objective for a software company that wants to increase profits in the Scandinavian marketplace by 10 percent by the end of next year.
2 Are any sales training stages within the process more important than another? Why or why not?
1 Provide specific examples of each of the six benefits that are gained from sales training.
Discuss the importance of evaluating training efforts and reasons that complicate evaluation efforts.
Explain the factors that influence sales training program length.
List and discuss the five criteria for sales training objectives.
Understand the relationship between the six stages of the sales training process.
Discuss how sales training establishes job accuracy and job expectations.
List the benefits derived from well planned and executed sales training programs.
7 Why is the personal interview often called the most important step in the hiring process?
6 Discuss the selection process and how each stage provides information and support for the decision to hire or not hire an applicant.
5 List and discuss five methods of attracting sales applicants.
4 What is the relationship between a job analysis and job description?
3 Given that sales positions vary, will the success characteristics for each salesperson also deviate? Why?
2 What are the advantages and disadvantages of hiring expatriate, local and third-country salespersons?
1 In what ways is it costly for the firm when hiring mistakes are made?
Discuss, in detail, each of the five stages of the selection process to include cultural influences on each stage.
List internal and external sources of sales recruits.
Explain how to conduct a job analysis and write a job description.
Understand why simply possessing several personal characteristics will not lead to sales success.
Discuss the advantages and disadvantages of the three categories of sales personnel.

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