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understanding management
Construction Methods And Management 8th Edition Stephens W.Nunnally - Solutions
As sales manager for a baby food concern, you want to evaluate the ability of your reps to attain good shelf space in grocery stores.How would you do this?
How can a sales executive determine the ability of each rep to regain lost customers?
An owner-manager of a medium-sized apparel manufacturing company proclaimed,“Don’t bother me with all that evaluation hogwash. Just give me sales volume and a good bottom line and I’m as happy as a horse in clover. I am making so much money now that I can’t spend it all. So why should I
How can an evaluation system be used to direct the efforts of salespeople?
“The importance of sales force evaluation increases with the size of the sales force and management’s distance from it.” Comment.
Should citizenship behaviors play a role in the evaluation of salespeople? If so, how much?
“We always use a manufacturer’s rep to open up a new territory; but once that territory is generating enough revenue to support a company rep, we take it away from the rep and put one of our own salespeople in the territory.” Is this an ethical policy?
“Let’s face it. Our product is no different from that of 20 other competitors. It sells for the same price and for the same terms. We all give the same service. It really doesn’t matter to the buyer which of us gets the order.So the only way we can get an edge is through our aggressive
You have managed to hire a particularly qualified person to be your assistant sales manager in Los Angeles. The young man moves there with his wife, who yearns for a singing career. The new assistant sales manager is paid a salary that seemed attractive in his former Kansas City area.Economic and
Explain how and why customers’ expectations are changing.
What is an outside sales force? Is this type of sales force used only by producers and wholesalers? Is it used only in business-tobusiness selling?
How can a salesperson add value to his or her customers’ business?
How does relationship-oriented selling differ from transaction-oriented selling?
Study the six categories of sales jobs (i.e., consultative seller, etc.) and answer these questions:a) In which types of jobs is the sales rep most free of close supervision?b) Which types of jobs are likely to be the highest paid?c) For which groups is a high degree of motivation most necessary?
We said that today’s professional sales representative is a marketing consultant and a manager of a market—his or her territory.Explain how a sales rep can be a marketing consultant and a manager.
What can sales managers do to increase the professionalism of their salespeople?
How does a sales job differ from other jobs?
How will the trend toward flatter organizations affect the job of the middle-level sales manager?
Why do many successful salespeople fail to become successful sales managers?
Assume that you are a sales manager. What characteristics would you look for, or what criteria would you use, when promoting a salesperson to the position of district sales manager?
It has been said, “Nothing happens until somebody sells something.” How would you explain this to a student who is majoring in accounting, finance, or engineering?
Should someone who is not majoring in marketing take a course in personal selling?In sales management?
Review your activities of the past week and identify those in which you did some personal selling.
Assume that your company, which sells paper products, has 60 percent of the business at your largest account. What factors would make it relatively easy for you to get a larger share of that customer’s business, and what factors would make it harder?
How can top management keep the sales manager abreast of changes in the environment that affect the company? How can the sales manager pass on such information to the sales force?
We said company planning should be customer oriented. Exactly what does that mean? In what way or by what stretch of the imagination might the planning of the firm’s employee benefit package be affected by customer considerations?
Why should a company be concerned about the profitability of its customers?
What are some ways in which sales managers can empower their salespeople?
How do marketing people depend on salespeople?How do salespeople depend on marketing people?
Why should a sales manager prepare an annual operating plan?
If you, as a sales manager, were required to prepare an annual operating plan, what would you include in the plan?
As a sales rep, you are required to develop an annual sales plan for your territory.What would you include in your plan? Hint:Think in terms of objectives, strategies, and tactics.
What role does the quality of the information you possess have in your tactical behavior?
In what way is the existence of a sales force the reflection of a strategy?
One management writer observed that it is folly to expect behavior A when rewarding behavior B. How might his insight be applied to the problem of aligning sales force behavior with corporate goals?
What are some of the ways sales managers can limit the amount of conflict between various distributors if their company is using a multiple-channel strategy?
How should a company decide whether to use transaction selling or consultative selling with each of its customers?
How does a manager reward the team members in a team-selling situation?
In what industries are salespeople’s jobs most likely to change due to the increasing predominance of the Internet in our society?Elaborate on how the sales job will change.
Which step of the personal selling process has been most impacted by Internet technology?
Should marketing or sales be responsible for generating leads?
How does the salesperson determine whether the lead is a good prospect?
Should the salesperson try to close on every call? Why or why not?
Identify what type of question each of the following is:a) If your inventory could be reduced by 20 percent, how much would that save you?b) Can you tell me how you recruit your new salespeople?c) How does the turnover in your sales force affect your operations?d) Have you experienced any problems
Identify a feature, an advantage, and a benefit for each of the following products: a camera, a backpack, fat-free ice cream, lawn care service.
What are the advantages and disadvantages of using prepared, or canned, sales presentations?Give examples of when using a canned presentation might be better than using a less structured presentation.
If the salesperson doesn’t believe that the customer has been honest in giving her opinions about the product, what should he do?
If the customer says to the salesperson,“You seem like a nice guy and I would like to buy from you personally, but I don’t think your company is worth a nickel!” what should the salesperson say?
It has often been said that salespeople are born, not made. Do you agree or disagree?Explain why.
Explain how coordination can be effectively secured between the sales department and each of the following departments: production, engineering and design, personnel, finance, export sales.
What are the reasons for the lack of coordination that sometimes exists between advertising executives and field sales managers?What are some proposals for developing better coordination between these two groups?
The choice of organizational structure is influenced by factors such as:a) Size of the company.b) Nature of the products.c) Nature and density of the market.d) Ability of executives.e) Financial condition of the company.Explain how each of these conditions may affect the choice of structure.
In your opinion, what are the best policies or procedures for solving the following problems, which are often found in a lineand-staff organization?a) A strong-willed staff executive tries to take on line authority instead of remaining an adviser.b) A line executive consistently bypasses or ignores
What type of organizational specialization within the sales department do you recommend in each of the following companies?a) Manufacturer of high-quality women’s sportswear with 100 salespeople selling to department stores and specialty stores throughout the nation.b) Plumbing wholesaler
A regional hardware wholesaler in Detroit, Michigan, employed 20 salespeople, each of whom sold the full line of products. It became apparent that the list of products was simply too long for one person to sell effectively. The company felt it had a choice ofa) reorganizing the sales force by
A manufacturer of small aircraft designed for executive transportation in large companies has decided to implement the concept of a selling center. What people in this company should be on the selling teams? What problems is this firm likely to encounter when it uses team selling?
How does the quote at the beginning of the chapter—“Listen to the customer and act on what they tell you”—How does this quote from a marketing executive relate to the concepts discussed in the first four chapters?
a) What courses of action would you propose for a company that wants to get its manufacturer’s reps to devote more time to selling its products?b) A manufacturer of small motors uses industrial distributors to reach its market.What can this producer do to encourage the distributors to spend more
A manufacturer of playground equipment now uses its own sales force to sell directly to customer groups such as city park departments, school districts, private day nurseries, and companies that maintain day care centers for employees’ children. This producer would like to install a telemarketing
A manufacturer of pharmaceuticals wants to market its products in the European Union(EU). Its sales are currently $400,000. How should the company enter the EU market—with its own sales force or with some type of independent distributor? Support your choice.
A U.S. manufacturer of industrial tools wants to market its products overseas. It is considering establishing sales organizations in several different countries. In which of the countries listed below do you think this manufacturer should use an independent selling organization rather than its own
What is the best way for a company to avoid being sued for a lack of affirmative action?
Why would a company be willing to rehire someone who had earlier left the firm?
How should the recruiting criteria for IBM’s client representative differ from their sales specialist? (Both of these are described on page 136.)
If a person wants to be a top-notch professional career sales rep and has no interest in being a manager, is a college education necessary?Discuss. If your answer is no, why do so many firms recruit salespeople from colleges, and why is a college education so often listed as a qualification for a
Assume that a company wants to hire a sales engineer—that is, fill a position where the major emphasis is on technical product knowledge. Should this firm recruit engineers and train them to sell, or recruit sales reps and teach them the necessary technical information and abilities?
Prepare a list of the qualifications you feel are necessary to fill the sales job described in Exhibit 5-A (page 151).
Is it ethical for a sales manager to directly approach a competitor’s salesperson with an outright offer of a better job?
How would the sources and methods of recruiting salespeople differ among the following firms?a) A company selling precision surgical equipment to hospitals.b) A coffee roaster and canner in Denver selling to wholesalers and retailers in the Southwest and the Rocky Mountain regions.c) A national
One manufacturer of dictating machines recruits only experienced people and does no recruiting among graduating college students.A competitor recruits extensively among colleges in its search for salespeople.How do you account for the difference in sources used by firms selling essentially the same
The following companies are looking for product salespeople and decide to use advertising to recruit applicants. For each firm, you are asked to select the specific advertising media and to write a recruiting advertisement for one of those media. You may supply whatever additional facts you need.a)
What sources should be used to recruit sales reps to fill the jobs described in Exhibit 5-A?
Evaluate the five recruiting advertisements for salespeople shown in Exhibit 5-B.
In the application form that an aptitude testing firm has prepared for sales positions, the following questions are asked. In each case, what do you think is the purpose of the question?a) What is the most monotonous task you ever did?b) In people you like, what do you like about them?c) What has
How may the limitations of the interview be eliminated, reduced, or counterbalanced?
When interviewing an applicant for a sales job, management ordinarily should be vitally interested in complete answers to the following three questions:a) How badly does the applicant want or need the job?b) Can the job furnish the applicant with the success he or she wants, or offer the applicant
What are the advantages and disadvantages of using videoconferencing to interview sales candidates?
You must choose between two sales recruits.One has scored very high in terms of the quality of his interview, but not very well on the series of pschological tests to predict qualities the firm thinks are necessary for success. Another person did well on the psychological testing, but not very well
Can you eliminate the personal biases and prejudices of interviewers so that they will conduct an interview impartially? Explain.
Suppose that halfway through your interview for a job in which you are very interested, the interviewer says, “I don’t think you are right for this job.” How would you respond?
What is the point of asking a recruit during an interview, “How many golf balls would it take to fill the swimming pool at the Summer Olympics?”
Give examples of two situationally based questions that would be related to a candidate’s abilty to handle objections.
Many sales managers claim that the real factor that determines whether people will be successful in selling is their motivation for hard work. Where is this motivational factor measured in psychological testing?How should sales managers determine a person’s motivation to do a good job?
Some managers believe that the reference is not very helpful as a selection tool. Do you agree with this appraisal? If so, why do you think it continues to be used by virtually every firm that is hiring salespeople or other employees?
How could a candidate’s ethical standards be evaluated in the interview process?
One recruit you want to hire stands out above all the others you interviewed. You make her an offer that is standard throughout your medium-sized company, which has a commissioned sales force of 33 reps. The recruit wants a higher initial salary for the first year before going onto commission.
A sales manager made the following statement:“I don’t lose any sleep over it when one of my reps leaves for another position. Generally, it’s the people who don’t quite fit in who leave.” Evaluate this manager’s statement.
This chapter describes three different types of mentoring programs. Which one do you think is best and why?
“I don’t have any training program. I just hire salespeople who have already proved successful for other companies and turn them loose. I let the big corporations do all my training for me and then just hire away their best people.” This was the attitude expressed by the sales manager of one
“Salespeople are born, not made. It’s futile to try to train a person to be a salesperson, so I don’t.” How would you answer a sales manager who said this to you if you were trying to get him or her to hire you as a sales trainer?
“The school of hard knocks is the best training school for salespeople. I just shove them off the dock. Those who have it in them will learn selling on their own, and those who don’t have it in them—well, we don’t want them around the company anyway.” How would you answer a manager who
How can the sales manager keep top-notch sales reps interested in continual training programs?C H A P T E R 7 Developing, Delivering, and Reinforcing a Sales Training Program 217
You have been made sales trainer for a firm with 125 salespeople. How would you determine their specific training needs?
What kind of training is needed for a salesperson who has been promoted to a sales management position?
How can meta KSAs influence growthrelated and task-related KSAs?
You read an article about an outside training specialist and liked what you read. You feel that hiring this specialist may be beneficial to you in your job as sales trainer to Large, Inc. Unfortunately, you know only what this one article said. You want to know much more. Exactly what would you
How would you motivate a manager to spend more time reinforcing the skills new reps practiced in the formal training program?
How could a manager influence the adaptability of her salespeople?
How could you prove the cost-effectiveness of your sales training program?
Identify a business and a position within it that deals with the public.For example, you could choose a loan officer or a teller in a bank; a bagger, meat cutter, or checkout clerk at a grocery store; a sales clerk at a Gap store; or a sales rep for a local beer distributor. Talk to people within
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