Objectives of Chapter 8: Motivating a
Define motivation and why is particularly
important for salespeople.
How is motivation related to recruiting, selecting,
and training salespeople?
How do sales managers motivate salespeople a
I. I have learned many interesting concepts about sales management during the course of
this class. I have to admit that sales management is not the most interesting part about marketing,
however I also have to admit that many of th
January 27, 2015
1. Sales force program is a tool for planning how the sales force will perform its role in
achieving the firms objectives.
Account relationship strategy- acquiring, maintaining, and developing
customers through relationsh
April 6, 2014
GOALS AND OBJECTIVES
The goals and objectives of our presentation is to present ideas from the student
body to Malone Young Alumni Community on how they should build the relationship
between Malones alumni program and the young al
Research for Recruiting Future
MYAC Members (Graduates)
Goals and Objectives
To increase awareness of MYAC and the
services they have to offer.
Increase students social engagement with
Malone through MYAC in a positive way.
A place to warm your soul
What is it?
Fireside Hut is the ideal coffee house for;
college students to hangout, a place to catch
up with an old friend, to grab a nice hot
beverage, a place perfect for any conversation.
Who are we targeting?
January 18, 2015
Team Exercise pg 13, 16, 17
I have to say that after reading over the two different people that are being
considered for the promotion I would personally promote Lisa even though she has
been with the company a yea
A Little Love for Salesmen
January 18, 2015
This past summer I spent getting licensed to sell Property & Casualty and Life and
Health Insurance for State Farm in Canton OH. I have to admit, I loved being a salesperson, I
Dimensions of planning
What managers need to know about strategic management?
Steps in the strategic management process goals of an organization
25 February 2015
Pg. 173 Response
The best thing to do is to communicate the position with Grace and let her know she is a
candidate for the England job. This will allow her time to discuss the options and the situation
January 21, 2015
A Little Love For Salesmen by Lute Harmon Jr.
This article does an excellent job representing the truth of salesmen. The good are
good and fly under the radar at all times. However, the ba
26 January 2015
For CCI, I think the best avenue to attack is to increase web sales commission.
Although we have a strict budget for this department, the best avenue, in order to keep
1. Before giving a solution, Ms. Eicher and Mr. Raphael should understand the
problem. Even if they have an idea, it is important for them to know the entire context,
the problems and the possible outcomes before th
Leadership of a
Fail to Prepare, Prepare to fail!
Are you well prepared to be proverbial managers?
What are new insights from being servant leadership?
What are effectiveness of leadership in the field
Objectives of Chapter 7
.Understand What is salesmanagers
training taskWhy? who? What?
When? How? Whom?
Where? Evaluate the effectiveness?
Know how to develop and conduct
sales training program
Fig. 7-1 Developing and Conducting a Sales Tra
Review: Strategic plan, sales
force management, personal
selling process, organization
e.g. Dieblodemphasize international
markets, reduce sales cost in U.S., serve
team buyers better
=Restructure your internal organ.
Plan your staffing
Objectives of Chapter
16:Evaluating a Salespersons
Understand Objectives of Evaluating
Salespeople-D_, T_, C_
M_, L_, _
Design Program of Evaluating Performance
Understand how to use evaluation data
Develop yourself to be an effective
Controlling expenses: What? Why? How?
What type of payment plans do you like?
1. Unlimited Payment Plan
2. Limited Payment Plan
3. Flat Allowance
4. You pay all expensesget tax deductible
Objectives of Chapter 14:
Analysis Sales Volume:
Why do we need to evaluate sales volume?
How do we do it?
What are the main issues?
Interrelationship of planning, implementation, and
evaluation: How does evaluation relate to sales force
Chapter 4: Sales Force
1. Understand the characteristics of
good organization design
2. Factors affect the choice of
3. Know new trend of organization
4. Challenges of organizing
Objectives of Chapter one and
Understand the relationships between
Marketing strategy and sales strategy
Understand Sales Management
Prepare for the Sales Force management
challenges in the 21st century
Prepare Sales as a Career
Objectives of Chapter 12Forecasting Sale
and Developing Budgets
1. Understand the importance of sales
forecasting, sales budgeting in a
2. Know how to do sales forecasting and
3. Review your sales forecasting method
in your project
Objectives of Chapter 15
Marketing Cost and Profitability
Understand different types of marketing cost analysis;
Direct and Indirect cost
Full cost approach
How do you allocate indirect cost?
How do you increase
Objectives of Chapter 17
Understand why salespeople are exposed to
greater ethical pressures than other
Uns_ setting; s_-term objectives;_;
Key R_ generators; _;_;_
2. Why are sales managers responsible for
unethical behavior of sales re
Objectives of Chapter 13: Sales
Understand Functions of Sales Territories
Review the workload and routing problems of
our previous client- Understand why companies often change the
design of sales territories
Learn how to design good territ
January 21, 2015
Team Exercise Responses
In this scenario, I would hire Steven Ballach. You are required to pick someone
who is able to motivate his employees and also able to maintain clear and concise reports.