Schedule an appointment with two sales managers.

Interview each of them, using the following questions as a guide:

a. What are your functions as a sales manager?

b. How do the functions of a sales manager differ from those of a salesperson?

c. What criteria do you use when selecting salespeople?

d. What kinds of training programs do you have for new salespeople?

e. What method of compensation do you use for your salespeople?

f. How do you evaluate the performance of your salespeople?

g. What personal qualities are important for becoming a sales manager?

Write down the answers. Summarize the similarities and differences of the sales managers’ responses.