Task

Choose a question from each section to answer; 3 questions in all, each equally weighted. Ensure your answers have a B2B focus

You must also support each of your answers with a company of your choice. You may choose different companies for each question.

Ensure you indicate which section and question you are addressing (For example S1, Q3; S2, Q5; S3, Q1)

Word count 800-1000

Sections and options 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 3" 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