2-3 paragraphs each question and references!!

1. Assume you are a salesperson earning 10 percent commission and you have sold $540,000 in products this year. What are your commission earnings for the year (show your math). Based on this, if you were on a draw of $50,000, would you earn your draw or commission?

2. Assume you are a designer and you want to sell your new designs for home furnishings called The Ultimate Dorm Room to Target. You met with the buyer once, and she made some suggestions and said she would consider it again in six months. What would you do to continue to stay motivated until you meet with her again?

3. Discuss a group situation in which you were involved and someone did not take personal responsibility. What impact did the lack of personal responsibility have on the team in achieving its goal? What might the outcome had been if the person had taken personal responsibility?

4.

Using the concept of the Sales Traffic School which of the following activities would you classify as red, yellow, or green? Indicate your choices in the chart below.

Activities

Activity	Color (Red, Yellow, Green)
Prospecting
Responding to customer e-mails
Attending internal meetings
Customer follow-up
Writing a proposal
Meeting a friend for lunch
Pre-call research

5.

Assume you are a financial advisor and you want to earn $7,000 a month. Based on earning $1,000 per sale in commission and having a 10 percent closing ratio and an average of 2.5 calls per prospect, use the following form to determine how many sales, prospects, and calls you will need to make each month to meet your goal. Why did you choose the priority of each of your activities?

Activities

KPI Name	Calculation	KPI Goal
Monthly earnings
Commission per sale
Number of sales
Closing ratio
Number of prospects
Number of prospect calls
Average number of sales calls per month
Average number of sales calls per day