Reference no: EM132513006
Section 1 The Strategic Role of Sales Management
1. Explain the need for research in the selling-purchasing framework
2. Explain how the correct sales organization can enable the selling-purchasing process
3. Explain why sales analysis is an important component of a successful sales strategy
4. Explain the importance of accurate sales forecasting to an organization
5. How is Sales Forecasting connected to the rest of the business and what are the implications for the sale teams.
6. Explain how the process of selling (specific Sales Cycle steps) is related to the type of industry and product being sold.
Section 2 Sales Organization and Sales Deployment
7. There are different options for sales force organization. Explain the options, highlighting benefits and drawbacks
8. When would an organization need to consider developing key account managers? Explain how they could do this.
9. Sales force organization affects decisions concerning centralization versus decentralization, management span, departmentalization.
Explain how this is, or should be, driven by organizational and marketing strategy
10. Not all selling situations would call for the same sales force organization within the sales department. Explain this
11. Discuss the advantages and disadvantages of Inside Sales versus Outside Sales and the influence of the type of product being sold.
12. Discuss the benefits and disadvantages of using a 3rd party to sell your product versus a company's own sales force
Section 3 Salespeople Management: directing sales force operations
13. Explain the importance of recruitment and selection in the sales department
14. Explain why sales training is an important aspect of strategic sales management
15. How does sales leadership impact effective sales organization?
16. Explain how sales force compensation needs to be aligned to sales/marketing/organizational objectives
17. "Sales is all about effort." Discuss this statement and the factors which might influence the implication of this for the direction and management of the sales teams.
18. Describe and discuss the relevant metrics that a senior manager would be interested in in terms of sales force efficiency with respect to Total Quality Management in sales.
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The strategic role of sales management
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