Questions and Answers of Selling And Sales Management

Explain the four steps that managers follow in the selection process and the outcome of not conducting an effective selection process.
7 What criteria or metrics might be monitored to assess organizational efficiency?
6 What complaints have principals made against manufacturers’ representatives?
5 How might tradition, culture, language, and geography influence global sales territories?
4 What are the advantages and disadvantages of geographical, product, market, and functional sales organizations?
3 When should a general salesperson be hired? What limitations do centralized organizations face?
2 Since markets constantly change, what impact does this have on territory design?
1 What areas are analyzed prior to designing a sales organization?
Understand when it is time to evaluate and modify a sales organization.
Explain the multiple sales force options available to firms.
List and discuss organizational structures found in the global marketplace.
Compare the positive and negative aspects of geographical, product, market, functional, and combination sales force structures.
Discuss the impact of generalist versus specialist, centralization, span of control, and line and staff positions on sales force structures.
Explain the influence of market complexity, customer location, and market variations on market effectiveness.
Discuss the relationship between company, marketing, and sales goals.
List and explain the steps involved in analyzing and building a sales organization.
8 What is role conflict, and how might it affect the global selling process?
7 What are some opportunities for ethical abuse that might emerge in the global selling process, and how can they be avoided?
6 What are important considerations for the global salesperson in maintaining long-term successful relationships with the prospective buyer?
5 How can the global salesperson effectively secure the sale with the prospective buyer?
4 What kinds of questions might the prospective buyer have for the global salesperson after the sales presentation has been made?
3 What are the five different approaches that the global salesperson can use in making a sales presentation to a prospective buyer, and under what circumstances would each be appropriate?
2 What is the benefit of the global salesperson making informal sales presentations?
1 What are four different mechanisms that can be used by a global salesperson to meet a prospective buyer?
Discuss the product offering step of the global selling process and how the salesperson can best prepare for and make the most effective sales presentation to the prospective buyer.Explain the offer
ultimately gain their trust and cooperation.
Recognize and minimize the potential for unethical practices in the global selling process. Understand the relationship-building step of the global selling process and how the salesperson can make
Describe the importance of the relationship step of the global selling process and how the salesperson can effectively build a long-term relationship with the prospective buyer.
Explain the offer clarification step of the global selling process and how the salesperson can anticipate possible questions asked by the prospective buyer.
Discuss the product offering step of the global selling process and how the salesperson can best prepare for and make the most effective sales presentation to the prospective buyer.
Understand the relationship-building step of the global selling process and how the salesperson can make the best impression when meeting the prospective buyer and ultimately gain their trust and
8 How would customer relationship management software be used during the preparation stage by the global salesperson?
7 Why is preparation so important for the global salesperson?
6 What are six different mechanisms for identifying potential customers that could be used by the global salesperson?
5 What are the seven different steps of the global selling process?
4 What are some suggestions for things to do and things not to do during the sales negotiation process?
3 What is the difference between sense making and sense giving, and why are they important in the sales negotiation process?
2 What are the different antecedents to negotiation, and how can the global salesperson deal effectively with each?
1 What is the interpersonal communication process, and why is it so important for the global salesperson?
Explain the preliminary steps in the global selling process used to strategically prepare the salesperson for face-to-face meetings with prospective customers.
Discuss the negotiations process and how the salesperson can use it to enhance their chances of successfully making points in negotiations with potential customers.
Understand the interpersonal communication process and how the salesperson can ensure that there is a true understanding with potential customers.
6 Why is it so difficult to define ethical sales force behavior?
5 What are some outcomes of unethical sales force behavior? How might questionable behavior affect buyer and seller relationships?
4 Discuss the distinct job categories presented and how necessary skills and resultant activities can vary between sales jobs.
3 How do the situational variables of industry, location, and culture influence sales force activities?
2 Compare and contrast the focus of the firm orientation on the sales force.
1 What role has technology played in the evolution of the salesperson?
Compare and contrast the utilitarian and deontological approaches to resolving an ethical dilemma for each of the five potential areas discussed in this chapter.
Understand the importance of ethical behavior and social responsibility for professional salespersons.
Compare and contrast the five distinct sales careers discussed in this chapter and understand that there are variations of each career listed.
Explain how sales force objectives can vary, based upon industry, location, and culture.
Compare and contrast the six firm orientations on the operation of the sales force.
Discuss the evolution of the sales profession from early trader to that of a professional.
8 How can global sales managers enhance their chances of clear and meaningful communication with foreign salespeople?
7 What are the seven skills and abilities that are important for multicultural managers?
6 How might time be a cultural problem for an international sales encounter?
5 What are idioms, and why are they so troublesome for sales encounters?
4 What are high context and low context cultures, and how would they potentially affect a global sales force?
3 Identify the various types of nonverbal communications and provide examples of cultural problems for each.
2 What are the dimensions of national culture that were identified by Geert Hofstede, and how might they affect a salesperson in a variety of country settings?
1 What is national culture, and why is it so important for the global sales manager?
Select the best candidates for international sales positions based upon the various cultures in which they will be operating.
Understand the cultural forces affecting the performance of salespeople.
Understand the various ways in which national culture is manifested.#!# Improve relationships with foreign-born salespeople.
Appreciate the importance of national culture as a defining set of acceptable beliefs and behaviors.
Understand the nature of culture and how it affects human behavior.
7 Ethical and legal considerations are important in home markets. Why do these two forces increase in importance as firms enter the global arena?
6 Global markets offer increased economic opportunities and threats. Explain as many of these as you can. Does this mean firms must be more agile in the future?
5 What changes must occur for a firm to form relationships with their best customers?Should a firm have close relationships with all their customers?
4 If demographic trends seen in Europe and the United States continue, how will this modify the role of the sales manager and salesperson?
3 How are the Internet, communications, and customer relationship management affecting the role of the salesperson and sales manager?
2 Discuss and relate how each force within the global marketplace is increasing global business activities.
1 How will globalization change the operation of many firms? What role will the sales manager play in this new marketplace?
influence on how and where global sales activities are formed.
Discuss legal and ethical variations that exist in the global economy and their
Understand the importance of economic trends, in various parts of the world, and their impact on the global sales manager.
Explain why firms are adopting a relationship management approach with their best customers.
Discuss demographic trends that are impacting the marketplace and, based upon#!#these trends, how customer relationship management must be managed.
List and discuss the three technological forces that are impacting sales force management practices.
Identify forces in the global environment that are moving markets toward greater#!#levels of trade and business.
Appreciate the importance of a global sales perspective for all firms, whether or not their firm is currently pursuing global business.
3. What do you perceive the relationship to be between job satisfaction and turnover at Rota-Mold?
2. Rather than examining overall salesforce job satisfaction, what might be a more useful approach to examining salesforce job satisfaction with INDSALES?
1. What steps can Jeremy take to increase the level of satisfaction among his salespeople?
3. What can Tim do to ensure that his salespeople make efforts to improve their performance in the areas he deems important?
2. What do you think about the type of feedback Tim is willing to provide his salespeople? How do you suggest the performance feedback be handled?
1. Assess Tim’s use of 360-degree feedback for performance appraisal. Can you make any suggestions for improving this process?
6. Use the Internet to search for two performance evaluation software packages. You may want to Google “performance evaluation software” or “performance appraisal software.” Provide the name
5. Role Play Situation: Read An Ethical Dilemma on p. 303.Characters: Jason, district sales manager; Susan, national sales director and Jason’s boss.Scene: Location—Jason’s office.
4. Role Play Situation: Look at the evaluation of Sally from question 3. Identify problems you see with Sally.Characters: Brandon, sales manager; Sally, salesperson.Scene: Location—Brandon’s
3. Following is an evaluation of salesperson Sally from the XYZ Corporation that was filled out by her sales manager. The company requires all its sales managers to use this form when evaluating
2. Using the following scale (1 to 5, with 1 being “strongly disagree” and 5 “strongly agree”) and the statements in Exhibit 10.19, interview three salespeople and determine the level of job
1. Develop a method that can be used to evaluate salespeople’s performance in the following areas: communication skills, attitude, initiative and aggressiveness, appearance and manner, knowledge of
10. How can evaluations of salesperson performance and satisfaction be used by sales managers?
9. Why should sales managers be concerned with the job satisfaction of salespeople?
8. Explain the strengths and weaknesses of using the management by objectives(MBO) approach as a sales performance evaluation method.
7. What is unique about the BARS method for evaluating salesperson performance?
6. Discuss the importance of using different types of quotas in evaluating and controlling salesperson performance.
5. Consider the different types of ethical issues that sales managers might encounter in the process of conducting sales performance evaluations. List three of these ethical issues and explain how

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