If you were the sales manager for the fast-growing mobile phone company and were asked by your boss to hire 15 new salespeople as soon as possible, what would you look for on applicants resumes to help you to develop a short list of those who would like to interview?

2. Think of an experience you had with a salesperson who displayed a poor sale image. How did the salesperson attitude affect your purchase decision?

3. Is a Sales Career right for you?

What are your past accomplishments?

What are your goals?

Do you want to have the responsibilities of a sales job?

Do you mind travel? How much is acceptable?

How much freedom do you want in a job?

Do you have the personality characteristics to succeed?

Are you willing to transfer to another city or province?

4. Lead a discussion on how each alternative would impact the individuals involved. Here is an example to generate discussion:

Carlos works for ABC company selling expensive computer software and multi-year service packages. You have been pursuing this account for years and finally, ABC company has agreed to do business with your company and are prepared to sign a 10 million Can dollar contract over a 3-year period. By the way, this contract will pay Carlos a $100,000 sales commission up front. ABC has included a proviso in the contract that specifies that you will be their account manager for the next 2 years. Meanwhile, you have been accepted into a MBA program at a prestigious university in England, which will force you to move to London for the next 3 years. You have no intentions of passing up the opportunity to attend this university.

What would you do?

Would you tell your employer you will be leaving in 6 months for England?

Would you tell the truth to ABC?

Would you return your commission?

What will happen if you tell your manager you are leaving in 6 months, and he/she tells you to not tell ABC company?

5. How should sales manager promote and enforce ethical practices? Describe some ethical situational that sales managers may face in dealing with salespeople?

6. Try to remember a significant purchase that you have made recently. How did you proceed through the decision-making process? What were the major factors that influenced the decision?

7. John Andrews arrived promptly for his 10 a m. meeting with Martha Gillespie, the buyer for Skaggs Manufacturing. At 10:15, when she hadnt arrived, John asked her secretary if she was out of the office for the morning. The secretary smiled and said, Shell probably be a few minutes late. John resented this delay and was convinced that Martha had forgotten the appointment. Finally, at 10:20, Martha entered her office, walked over to John, said hello, and promptly excused herself to talk to the secretary about a tennis game scheduled for that afternoon. Ten minutes later, Martha led John into her office. At the same time, a competing salesperson entered the office for a 10:30 appointment. With the door open, Martha asked John, Whats new today? As John began to talk, Martha began reading letters on her desk and signing them. Shortly after that, the telephone began to ring, whereupon Martha talked to her husband for 10 minutes. A s she hung up, Martha looked at John and suddenly realized his frustration. She promptly buzzed her secretary and said, Hold all calls. She got up and shut the door. John again began his presentation when Martha leaned backward in her chair, pulled her golf shoes out of a desk drawer, and began to brush them. About that time, the secretary entered the office and said, Martha, your 10:30 appointment is about to leave. What should I tell him? Tell him to wait; I need to see him. Then she said, John, I wish we had more time. Look, I think I have enough of your product to last until your next visit. Ill see you then. Thanks for coming by. John quickly rose to his feet, did not shake hands, said OK, and left.

QUESTIONS

What nonverbal cues did the salesperson, John Andrews, experience when contacting Martha Gillespie?

If you were John Andrews, how would you have handled the situation?

8. Judy Allison sells cellular telephones for Alabama Office Supply in Birmingham. Today she is calling on Bill Taylor, purchasing agent for a large manufacturing firm. Two weeks earlier, she had made her first sales call and had left a demonstrator for the company executives to try out. The previous evening, Bill had called Judy and asked her to come in so he could give her an order. After their initial hellos, the conversation continued:

Buyer: Judy, thanks for coming by today. Our executives really like your equipment. Here is an order for four phones. When can you deliver them?

Salesperson: Is tomorrow too soon?

Buyer: That is perfect. Leave them with Joyce, my secretary.

Joyce [ Bill says over the intercom] , Judy will deliver the phones tomorrow. Joyce, I want you to go ahead and take them to Sally, Anne, and Sherri. Women sure understand the use of modern equipment.

Salesperson: Bill, thanks for your help.

Buyer: Forget it Judy, I wish I could have helped more. Your cellular phones can reduce the telephone tag we play with each other and customers. Customers are leaving us because they cant reach our salespeople when they are out on the road contacting customers.

Salesperson: Youre right; many of my customers are going to them for that very reason. Buyer: I know, but some executives still feel they dont want them. They dont want their phone to ring when theyre in with a customer. Plus, the cancer scare has them worried. I wish the men in our company felt the same way the women do about using these things.

Analyze and describe the conversation between Judy Allison and Bill Taylor. What should Judy do now?

9. Claire Cosmetics

Jane Thompson was hired recently by a national cosmetics manufacturer. She just graduated from college. Having no previous work experience, she always felt nervous about making sales presentations. Her largest customers made her especially nervous. However, for the month she was in her territory, Jane only took orders, which relieved much of the pressure, and the salespeople whom Jane replaced did an excellent job; customers seemed to accept Jane because of this. In todays mail, Jane receives information on products the company wants the sales force to emphasize next month. She is instructed to review the material and come to next weeks sales meeting prepared to discuss the information. Of the four products to concentrate on, one product will receive special emphasis. Claire Super Hold hair spray will have the following sales promotion aids and price allowances:

Floor stand containing 12 8-ounce and 36 12-ounce sizes.

Counter display containing 6 8-ounce and 6 12-ounce sizes.

$1 floor stand and counter display off-invoice allowance.

10 percent co-op advertising allowance requiring proof of advertising.

10 percent off-invoice discount for each dozen of each size purchased.

The 8-ounce size has a suggested retail price of $1.39 and has a normal invoice cost of 83, or $9.96 a dozen. The more popular 12-ounce size retails for $1.99 and costs $1.19 each, or $14.28 a dozen. Jane knows that she, like each salesperson, will be called on at the meeting to give her ideas on how to sell this product in front of the 10 salespeople in her district. Her boss will be there and, it is rumored, the national sales manager will be in the area and may attend. This makes her really nervous.

Questions 1. What can Jane do to prepare herself for the meeting and reduce her nervousness?

2. If you were attending the meeting, what ideas would you present?

10. Cell phones are a convenient way for salespeople to keep in touch with customers even when they are out of their office. Although cell phones are useful, they can be a distraction. List four things that salespeople can do to make sure that they are using their phones in a courteous manner.

11. You work for the Canadian Equipment Corporation selling office equipment. Imagine entering the lobby and reception room of a small manufacturing company. You hand the receptionist your business card and ask to see the purchasing agent. What is this in reference to? the secretary asks, as two other salespeople approach.

Question- Which of the following alternatives would you use, and why?

a. Give a quick explanation of your equipment, ask whether the secretary has heard of your company or used your equipment, and again ask to see the purchasing agent.

b. Say, I would like to discuss our office equipment.

c. Say, I sell office equipment designed to save your company money and provide greater efficiency. Companies like yours really like our products. Could you help me get in to see your purchasing agent?

d. Give a complete presentation and demonstration.

Assignment will be marks on basis of

Assignment Content (Write up)- 10 Marks

Presentation- 6 Marks

Examples -2 Marks

Grammar, Formatting, and Style/Examples- 1 Marks

References and Citations- 1 Marks

FORMAT SPECIFICATIONS & SUBMISSION

Review, revise, and edit your work. Save your Final Assignment as either a Microsoft Word document or PDF that includes the following specifications:

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page numbers

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