1.Below identify 2 key leading trends and briefly explain why each trend is occurring and the how it is re-shaping the Sales Management field. (why/how)

2.A "golden rule" of strategic sales planning is to leverage the marketing plan to set clear direction.Below identify 5 key areas that the marketing plan addresses that would really influence your sales plan and briefly explain how they affect the sales plan.

3.One of the key planning tasks for a Sales Manager is developing the optimal organization structure.

a.Identify 3 major considerations (objectives) that a Sales Manager must consider when designing their sales organization structure and explain why they are important.

b.Based on your knowledge of the advantages and disadvantages of each sales organization design model, provide an example of a B2B company where a Product based structure would be more appropriate than Geographic based structure; provide 2 reasons in favors of the Product organization and 2 reasons against a Geographic - specific to your example to support your answer.

4.The #1 reason new Sales Representatives leave a company within the first 6 months of hiring is due to a lack of socialization.

a.Explain why this is a true statement and why the reps would leave?

b.Detail 2 techniques that you feel a Sales Manager can use to avoid this key issue.

5.In today's very competitive global environment, many Sales Organizations are increasing their investment in Sales Training, despite overall budget cuts.

a.What's the strategic value in increasing sales training and why is this trend occurring?

b.During COVID, organizations have needed to rethink traditional training techniques for their employees? Based on the steps used in managing the sales training process provide details on how you would revise the process (while still keeping the intent) to enable the team to gain the necessary skills as well as keeping everyone safe.