Sales Management

Part A: Fully describe three (3) measures for assessing the effectiveness of a salesforce as a whole. Explain why they’re important, what they determine, and how sales managers apply these criteria to sales force performance evaluations.

 

Part B: Discuss ten (10) different purposes of an evaluation of salesperson performance and how each purpose affects the performance evaluation process.

Sales Management

Part A: You were recently promoted to a sales manager position for ABC Company, which offers customized software for physicians, dentists, and veterinarians. Unfortunately, you’re now the sales manager for one of your company’s least productive regions. After several weeks on the job, you become concerned about the high rate of turnover. Three salespeople have resigned within the last two months. Replacements are needed and there’s little time to hire, train, and deploy them in the field.

 

Realizing that the right people for these positions could come from a variety of places, you decide to investigate the strengths and weaknesses of hiring from within the organization, through referrals, and by using advertising methods. What are your opinions on the following?

 

1.      What are two (2) advantages and two (2) disadvantages of hiring internal candidates for sales positions?

 

2.      What are two (2) benefits of hiring people referred to the company by friends or relatives?

 

3.      Discuss one (1) difference between the kinds of applicants that will come in from websites like LinkedIn versus through head hunters (placement agencies). Does this difference indicate anything about future job performance?

 

Part B: Once your selection has been made, you move to the next step – training. Please respond to the following:

 

1.      How is sales training related to recruiting and selecting salespeople?

 

2.      How can sales training contribute to salesforce socialization?

 

3.      What four (4) methods are used for delivering sales training?

Sales Management

Write a 1,250- to 1,400-word paper that summarizes sales management processes, success factors, and trends; include the following:
• An assessment of your current approach to selling.
• Strategies to strengthen your potential as a sales professional.
• Trends affecting sales.
• Skill factors necessary to respond to changes in the selling environment.
• Strategies to strengthen individual selling efforts and enhance the potential of a sales team.

Sample Solution

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