1.) Based on the facts given, evaluate Rajivs territory design. What other basic control unit might Rajiv
have used besides cities? Why?
Rajiv currently divides the state into four equal regions and assigns a sales rep to each region, but Rajiv
HOW TO READ A TEXTBOOK
Checklist of Symptoms. Do you often:
get bored or fall asleep when reading a textbook chapter?
feel that you haven't remembered a thing after you finish reading a chapter?
get poor grades in courses that require reading textbook mat
First and foremost, and as the text stated on page 54, Ana Paula or any one of her five managers could
act as an initiator. Any of the six total people mentioned could have input with either a problem or
opportunity in regards to the purchase
1.) How should Fondren structure its sales force after the merger with Bronson? Why? What are the
potential advantages and disadvantages of the structure you chose?
Although Fondren is already geographically structured, I believe it should use the geograp
1.) In what career state would you place each of the three salespeople?
Catalina Curtis seems to be at the maintenance stage (pg 257). Reason being, as stated in the mini-case,
Catlina was very enthusiastic at first but both her enthusiasm and energy have
1. Did Francesco and Luca do a good job of assessing the situation with respect to the
compensation plan? What other information would you like to have that is not given?
I believe they did a decent job assessing the plan by observing the sales teams basi
1.) Based on the model for salesperson performance, what are the possible causes for diminished
performance of Raul?
Raul has a friendly, open and smart approach to selling, whereas Horton has an aggressive and insulting
approach that is intimidating and
External Environment Affects:
Economic Environment: pg 12 of text as iTeam is thinking of expanding to Europe and Asia (Asia being
the worlds largest continent and Europe being the second largest) they need to keep in mind the
economic conditions of each
What is the companys strategy with respect to each of the four elements of the marketing mix (product,
price, place, promotion)?
Product - The company is offering a phone similar to that of their competition but the advantage they
have is their satellite
1.) From the facts given, did Shirley do a proper job analysis? What else could she have done to evaluate
the current positions? Explain.
In regards to Shirleys research on the industry, reviewing sales structure and job descriptions of major
1. What should Chase have said to the senior board to have received a higher training budget?
It seems the boards main purpose for turning down the $8,000 proposed budget was due to
lack of evidence that the training benefited the company. What Chase shou
1. Using the data given, calculate the performance ratios requested by Epstein and rank the
Sales Per Average
CHAPTER 11 NOTES
OVERVIEW OF COMPENSATION AND INCENTIVES
The way the reward structure is implemented in a sales organization is through the compensation plan afforded
Three basic questions drive successful compensation programs:
CHAPTER 10 NOTES
Mangers have to decide what skills:
o Can be trained
o Must be trained
o Are a requirement for the sales candidate pre-hire
Previous training may be very beneficial; however, many companies, managers, and leaders might not s