Structuring the Sales Force at National Insurance Company Ed Patarski, National Sales Manager for National Insurance...
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Structuring the Sales Force at National Insurance Company Ed Patarski, National Sales Manager for National Insurance Company (NIC) has asked the firm's accounting department to provide him with information about the total cost of hiring new salespeople, including the cost of advertising to attract applicants as well as hiring, training, and licensing them. Patarski is considering partnering with independent sales agents located in all of the company's current sales areas but understands this decision will not be popular with current long-term salespersons. The main thrust of the short case is to determine the benefits of independent salespersons and how to proceed with this organizational change. Case Questions 1. What are the benefits of partnering with independent reps, as opposed to a company sales force? Can a case be made for finding a way to retain NIC's current salespeople instead of hiring sales agents to replace them? 2. Why would the turnover rate be significantly lower for NIC if it hired sales agents? 3. What type of resistance from its current sales reps might NIC encounter if it hired sales agents? 4. How might NIC integrate an independent rep strategy with its existing company sales force? 1. Explain why firms organize their sales activities into a specific structure. How important is the sales structure for a business's strategic plan? 6. Explain team selling. What role does the salesperson play? What other functional areas are likely to be represented on the team? Why? 7. Many firms have moved their customer service and telemarketing operations off- shore. How have many U.S. citizens responded to off-shore sales and customer service representatives? How do you explain this reaction? What actions could a sales manager take to improve customer acceptance of off-shore service? 8. What should sales managers coach their salespersons to do prior to sending blanket email messages to customers and potential customers? 9. What is SPAM? What four conditions does the CAN-SPAM Act of 2003 impose on the sender of emails? Structuring the Sales Force at National Insurance Company Ed Patarski, National Sales Manager for National Insurance Company (NIC) has asked the firm's accounting department to provide him with information about the total cost of hiring new salespeople, including the cost of advertising to attract applicants as well as hiring, training, and licensing them. Patarski is considering partnering with independent sales agents located in all of the company's current sales areas but understands this decision will not be popular with current long-term salespersons. The main thrust of the short case is to determine the benefits of independent salespersons and how to proceed with this organizational change. Case Questions 1. What are the benefits of partnering with independent reps, as opposed to a company sales force? Can a case be made for finding a way to retain NIC's current salespeople instead of hiring sales agents to replace them? 2. Why would the turnover rate be significantly lower for NIC if it hired sales agents? 3. What type of resistance from its current sales reps might NIC encounter if it hired sales agents? 4. How might NIC integrate an independent rep strategy with its existing company sales force? 1. Explain why firms organize their sales activities into a specific structure. How important is the sales structure for a business's strategic plan? 6. Explain team selling. What role does the salesperson play? What other functional areas are likely to be represented on the team? Why? 7. Many firms have moved their customer service and telemarketing operations off- shore. How have many U.S. citizens responded to off-shore sales and customer service representatives? How do you explain this reaction? What actions could a sales manager take to improve customer acceptance of off-shore service? 8. What should sales managers coach their salespersons to do prior to sending blanket email messages to customers and potential customers? 9. What is SPAM? What four conditions does the CAN-SPAM Act of 2003 impose on the sender of emails?
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1 Benefits of Partnering with Independent Reps Cost Savings Independent sales agents are typically not on the companys payroll saving NIC from expenses such as salaries benefits and training Geographi... View the full answer
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