Question # $1$: $(6$ marks$)$

During our first class we discussed several leading trends $($five$)$ that are shaping the Sales Management discipline. Below identify $2$ key leading trends and briefly explain why each trend is occurring and the how it is re$-$shaping the Sales Management field. $(3$ marks for each $1$ mark for the trend and $2$ marks for the why $/$how$)$

Question # $2$: $(6$ marks$)$

As we discussed in class the marketing plan is critical to setting Sales direction. Below identify $3$ key areas that the marketing plan addresses that would really influence your sales plan and briefly explain how they affect the sales plan. $(1$ Marks for each key area $-1$ marks for explaining why it is important$)$

Question # $3(7$ marks$)$

In today$$s very competitive global environment, many Sales Organizations are increasing their investment in Sales Training, despite overall budget cuts.

$($A$)$ What$$s the strategic value in increasing sales training and why is this trend occurring. List $4$ specific reasons. $(4$ marks$)$

$($B$)$ List the $6$ steps in designing a Sales Training program $(3$ marks$)$

Question # $4$: $(6$ marks$)$

The #$1$ reason new Sales Representatives leave a company within the first $6$ months of hiring is due to a lack of socialization. $($A$)$ Explain why this is a true statement and explain why the reps would leave? $(2$ marks$)($B$)$ Explain $2$ techniques or best practices learned in class that you feel a Sales Manager can use to avoid this key issue. $(2$ marks each for a total of $4$ marks$)$

Question # $5$: $(4$ marks$)$

As we discussed in class there are various market share objectives a company may pursue. If a company was pursing a BUILD strategy $$ Briefly explain the $2$ Sales Organizational objectives that would be associated with this strategy. Explain fully.

$1.$

$2.$

Part B: $2$Case$$ Questions

Question #$1(21$ marks$)$ Case Scenario:

Crystal Cleaning, a need for more sales staff!

You are Gabriela, a new regional staff manager from Crystal Cleaning$$s Ontario Business Unit. You have just met with the Marketing Vice President $($Aidan$)$ and the Canadian Sales Vice President $($Jim$)$ to discuss the introduction of a new Product line. Aidan explained that the company plans to quickly introduce the new Product in $3$ months to pre$-$empt the competition and it requires that each region has their sales team ready by the time of new product introduction. He also indicates that Market research has shown that this new Product will have great appeal across your entire customer base and that Crystal Cleaning has a great opportunity to pick up some critical Market Share. In addition, they believe that there are many untapped rural markets that represent as much as $30\%$ they want to get into with the old and the new products.

Shane also confirmed that a major customer sales campaign will occur at the same time as the new Product introduction and will run for the first $3$ months. This is due to Crystal Cleaning$$s critical need to increase sales volume by $40\%$ next year. Aidan and Jim also identified to you that the new Product is a next generation version of an existing Product that your sales reps sell today and should be a great complement to the sales existing portfolio that your team is responsible for.

Once the meeting with Aidan $($Marketing$)$ is complete, Jim $($VP Sales$)$ and Gabriela spend some time discussing the impact on your existing sales team, as a result of this new Product launch and requirement to cover a new territory. Jim informs Gabriela that he and Aidan want to increase by $25\%$ the frequency of contacts to all your key accounts given the expanded Product line and the tremendous new revenue potential. In addition, you work up a sales force sizing impact analysis and come to the conclusion that you need to add $6$ new sales reps prior to the new product launch, to address the new territories and the increased call frequency. This will expand your team to $12.$ The two of you agree that it is critical to have the new reps selected and in place within $2$ months and complete the initial product training phase prior to the launch of the new product in $3$ months.

Case Questions:

$1.$ Based on your understanding of the $3$ step Recruitment and Selection process articulate the specific approach, including all the required steps, you would undertake to expertly recruit and select these $6$ additional staff positions, given the specific conditions identified in the case. It is critical in your answer to identify not only the steps $$ but a brief explanation why each step is important to the overall process. $(15$ marks$)$ Now given this specific case $$ highlight in your answer a minimum of $2$ specific areas of risk that you are concerned with given the tight timeline to bring on the new sales people. $(4$ marks$)$

$2.$ Do you think this is a reasonable expectation for Gabriela to need to growth revenues by $40\%$ in the next quarter. Briefly explain. $(2$ marks$)$