Sales management shaping future sales leaders (Pearson new international edition) by Erffmeyer, Robert Honeycutt, Earl D. Tanner, John F. Chapter 11:

7. As a student you probably have had some courses with only one or two exams or papers. Likewise youve probably encountered some courses at the other end of the spectrum where many aspects of your performance were graded. The same situation could be said to exist in sales. As a sales representative, which end of the continuum would you prefer? As a sales manager, which end would you prefer? In each case, explain your rationale.

8. How well and in what situations do all or nothing all or none - goals work? What problems do you think a sales manager might encounter by rewarding salespeople who only partially meet their goals?

9. Are coaching and mentoring skills involved in goal setting? If so, explain where and how they should be incorporated.

10. As a sales manager you know that goal setting can be motivational. If you are about to set goals for your sales force, what are some of the behaviors you want them to demonstrate?