REVIEW AND APPLICATION QUESTIONS 1. Why and how do you think the sales manager's job will change as we move further into the twenty-first century? [LO 5] 2. What domestic and global forces or megatrends are affecting sales managers now and in the foreseeable future? [LO 3] 3. You work for a large machine tool manufacturer and have been recently promoted from the sales force to the position of sales manager in another region. How would you go about ensuring a good working relationship with your salespeople and the headquarters marketing staff? [LO 4] 4. What criteria would you propose for progressive companies to use in selecting salespeople for pro- motion to sales manager? [LO 4] 5. What kind of training would you provide to new sales managers? What about additional training for more experienced sales managers? [LO 1, 2, 5] criteria would you use to evaluate the performance of subordinate sales managers? [LO 1, 2, 4] 7. Write a job description for the position of sales manager. What responsibilities and duties do you consider most important? Why? [LO 1] 6. If you were the vice president of sales or the na- tional sales manager for a large corporation, what 8. Describe how sales managers can use the latest telecommunications technology and developments in information management to more effectively and efficiently lead and direct the sales force. [LO 3, 5] 9. How might sales managers use the latest techno- logical developments in information management to better satisfy and improve relationships with prospects and customers? [LO 3, 5] 10. Assume you are the national sales manager for a medium-size company. How will you improve the selection and preparation process for new sales managers? Outline a training process, including topics to cover, to provide new sales managers with the knowledge and skills to succeed. [LO 1, 2, 3, 4, 5

REVIEW AND APPLICATION QUESTIONS 1. Why and how do you think the sales manager's job will change as we move further into the twenty-first century? [10 5] 2. What domestic and global forces or megatrends are affecting sales managers now and in the foreseeable future? [LO 3] 3. You work for a large machine tool manufacturer and have been recently promoted from the sales force to the position of sales manager in another region. How would you go about ensuring a good working relationship with your salespeople and the headquarters marketing staff? [ [O4 ] 4. What criteria would you propose for progressive companies to use in selecting salespeople for promotion to sales manager? [LO 4] 5. What kind of training would you provide to new sales managers? What about additional training for more experienced sales managers? [LO 1,2,5] 6. If you were the vice president of sales or the national sales manager for a large corporation, what criteria would you use to evaluate the performance of subordinate sales managers? [LO 1,2,4 ] 7. Write a job description for the position of sales manager. What responsibilities and duties do you consider most important? Why? [LO 1] 8. Describe how sales managers can use the latest telecommunications technology and developments in information management to more effectively and efficiently lead and direct the sales force. [LO 3, 5] 9. How might sales managers use the latest technological developments in information management to better satisfy and improve relationships with prospects and customers? [LO 3, 5] 10. Assume you are the national sales manager for a medium-size company. How will you improve the selection and preparation process for new sales managers? Outline a training process, including topics to cover, to provide new sales managers with the knowledge and skills to succeed. [ [O 1, 2, 3, 4, 5 ] REVIEW AND APPLICATION QUESTIONS 1. Why and how do you think the sales manager's job will change as we move further into the twenty-first century? [10 5] 2. What domestic and global forces or megatrends are affecting sales managers now and in the foreseeable future? [LO 3] 3. You work for a large machine tool manufacturer and have been recently promoted from the sales force to the position of sales manager in another region. How would you go about ensuring a good working relationship with your salespeople and the headquarters marketing staff? [ [O4 ] 4. What criteria would you propose for progressive companies to use in selecting salespeople for promotion to sales manager? [LO 4] 5. What kind of training would you provide to new sales managers? What about additional training for more experienced sales managers? [LO 1,2,5] 6. If you were the vice president of sales or the national sales manager for a large corporation, what criteria would you use to evaluate the performance of subordinate sales managers? [LO 1,2,4 ] 7. Write a job description for the position of sales manager. What responsibilities and duties do you consider most important? Why? [LO 1] 8. Describe how sales managers can use the latest telecommunications technology and developments in information management to more effectively and efficiently lead and direct the sales force. [LO 3, 5] 9. How might sales managers use the latest technological developments in information management to better satisfy and improve relationships with prospects and customers? [LO 3, 5] 10. Assume you are the national sales manager for a medium-size company. How will you improve the selection and preparation process for new sales managers? Outline a training process, including topics to cover, to provide new sales managers with the knowledge and skills to succeed. [ [O 1, 2, 3, 4, 5 ]