1. Would you continue using only an inside sales model, or would you add a field sales function to seek out large enterprise customers What are the benefits, costs, and or limitations of an inside sales channel? An inside sales channel is more advantageous cost-wise, as it allows for a smaller sales force with less travel time and expenses. With a field sales model, a larger sales force is required to cover as much ground. An inside sales model as well as a smaller sales force allows for the establishment of creditability and trust within a firm due to there being fewer employees and more time. What are the management requirements for optimizing an inside-sales channel? Why have inside sales been growing as a go-to-market channel in many industries? 2. What is the role of the salesperson. Is the role changing with advances in technology? I 3. Qualtrics employed a "Trojan Horse" land-and-expand approach. a. Why did the firm use this approach? This method was simple, while cost-effective, and allowed Ryan to establish creditability within an orga- nization before making the big sale. This in turn allowed him to get larger deals by starting small within a university and expanding into administration, then establishing large enterprises. b. How would the results have been different if Qualtrics had used a "top-down" selling strategy, i.e. first to the executive suite and then to the departments or divisions? If Qualtrics had used a top-down selling strategy, it would have been much more costly and la- bor-intensive to seal these deals within large enterprises. Ryan mentioned when they began he was his only salesman, which would have required him to be present for every business meeting before signing a deal that large. There would be little to no opportunity to establish credibility leaving the risk of rejection much higher. C. Which factors are relevant in deciding on the sales approach? 360 words