Unit Assignments
Unit I Case Study
Read “Case 2.1: ProFood Supply Company” on pages 36-37 of
your textbook.
In a minimum two-page, APA formatted paper, answer the
questions
below. A title page and references page should be included
in addition
to the two pages of content.
In your response, make specific references to concepts you
learned in
Chapters 1 and 2 and any other sources that support your
analysis of
the questions. Convince the reader that your response to the
questions
is correct. Outside sources other than the textbook are not
required;
however, they can be helpful in your responses.
1. Is it likely
that Jon Menzes will be successful in the short
term with this strategy?
2. What are the
longer-run implications of this strategy for Jon
Menzes and for ProFood?
3. If you were
Emily Lewis, what advice would you give Jon? What
characteristics would you expect Emily to have as a
successful sales
manager?
4. Describe the
importance of trust in developing a buyer-seller
relationship.
5. Identify and
describe the personal selling approach that you
feel would work best in the situation described in the case
study.
Information about accessing the grading rubric for this
assignment is
provided below.
BBA 3221, Sales Management
2
Unit III Case Study
Read “Case 5.1 Help Wanted!” on pages 164-165 of your
textbook.
In a minimum two-page, APA formatted paper, answer the
questions
below. A title page and references page should be included
in addition
to the two pages of content.
In your response, make specific references to concepts you
learned in
Chapter 5 and other sources that support your analysis of
the
questions. Convince the reader that your response to the
questions is
correct. Using outside sources other than the textbook is
not
required; however, they can be helpful in your responses.
1. Assess Fred’s
interview with Victor. Do you feel that Fred
violated any legal or ethical guidelines during the
interview? Explain
why you feel this way.
2. How are the key
concepts of socialization related to this
situation? Explain.
3. What do you think might happen to Victor
should he accept the position?
4. What
responsibility does Victor have when interviewing for a
position such as this?
5. Explain the
approaches that Fred used to locate prospective
candidates for his sales rep position. How do you think that
Fred
could improve his recruitment and selection process? Be sure
to
identify the legal and ethical considerations Fred should be
aware of
when recruiting individuals and the tools he should use to
select
candidates with the right profile.
Information about accessing the grading rubric for this
assignment is
provided below.
Unit IV Assignment
Developing a Sales Training Process
You are a sales manager for a corporation that sells software
to local
businesses. You have been asked to create a new training
process for a
new group of salespeople who have been recently hired.
Describe your
sales training process using the six interrelated steps
discussed in
your textbook. Be sure to identify specific, measurable, and
obtainable sales training objectives.
Your process should consist of at least three pages, not
counting a
title page or reference page Make sure that any sources
used,
including your textbook, are cited and referenced properly
using APA
formatting. Outside sources other than your textbook are not
required
but can add depth to your response.
Information about accessing the grading rubric for this
assignment is
provided below.
Unit V Assignment
In this assignment, you are asked to interview a sales
manager, and
summarize what you learned in a paper of at least three
pages. Follow
these steps to complete your assignment.
1. Read the
chapter assigned in this unit.
2. Review the Unit
V discussion in which everyone is asked to post
questions to ask a sales manager. Select four to six
questions for
your interview. When selecting your questions, make sure
that you
include questions that will cover the following:
the difference between management and leadership of a sales
force, how
situational factors affect sales leadership, and
best practices sales managers can follow to create an
effective sales force.
3. Find a sales
manager to interview. You may be able to find one
where you work or through your work colleagues, family, or
friends.
Auto dealers, radio and television stations, and newspapers
have sales
managers. A business you deal with may have a sales manager.
Keep in
mind that the sales manager you interview does not
necessarily have to
be local because you can conduct your interview in person,
on the
phone, or using the Internet (email, Skype, Facetime, etc.).
4. When you
conduct your interview, remember to take notes. Be
sure to record the name and title of the sales manager and
where he or
she works. Start your paper by identifying the person you
interviewed.
BBA 3221, Sales Management
3
5. Report on your
interview in a paper of at least two pages. As
you prepare your report, list each question and then the
sales
manager’s response after the question.
6. APA formatting
is not required for this assignment.
Information about accessing the grading rubric for this
assignment is
provided below.
Unit VI PowerPoint Presentation
You have been named the national sales manager of a small
distributor
that sells products to electronics retailers. You know this
is a
highly competitive field. You decide you need a reward
system for your
sales staff in addition to their compensation. You present
your idea
to the executive vice president of marketing who agrees and
asks you
to develop a reward program and present it to leadership.
Prepare a
PowerPoint presentation of at least 10 slides, not including
the title
and references slide. Include at least two additional
peer-reviewed
outside sources in addition to your textbook.
Your presentation must address these elements of your reward
plan:
1. three
objectives your plan is designed to accomplish,
2. the principal
elements of your plan with one being a sales contest,
3. how you will
describe the plan to the salesforce,
4. the rules for
the sales contest (How will you select the winner
or winners? What is the prize?), and
5. the way you
will evaluate the effectiveness of the plan.
Your presentation should describe how this contest will
motivate the
salespeople using the key components of motivation, identify
potential
issues that could arise due to the contest and how those
issues will
be handled, and discuss how the contest follows the
guidelines for
motivating and rewarding salespeople.
Information about accessing the grading rubric for this
assignment is
provided below.
Unit VII Essay
In this assignment, you will plan to conduct an audit of a
sales
organization and hold a sales meeting to discuss your
findings.
Prepare one document that includes your 500-word business
memo and the
500-word script of what you will say at the sales meeting.
Read the
situations carefully so you know what to include in each
part. Submit
this document to the Unit VII assessment tab in Blackboard.
You have been selected as the new sales manager of Rapid
Digital, a
firm founded 20 years ago to provide digital repair services
and
equipment to other businesses. You are replacing the
long-time sales
manager (who retired) to bring fresh thinking to the sales
organization and its 30 salespeople. The vice president of
marketing
has asked you to audit the sales organization and prepare a
business
memo of at least 500 words describing, in detail, how you
will conduct
the audit. Be sure to explain the role of sales volume,
cost, and
profitability in your audit. How do these three evaluate the
effectiveness of the sales organization? Also, be sure to
discuss the
concept of benchmarking and how it will be used in your
audit to
determine the effectiveness of the salesforce.
Your audit of the sales organization raises questions in
your mind
about the accuracy of the expense information submitted by
salespeople
and whether some reps may be stretching ethical boundaries
to make
sales. You decide to call a sales meeting to address your
concerns.
What will you say? Write a script of at least 500 words that
explains
the importance of submitting accurate expense reports and
following
ethical guidelines. Include some examples of ethical lapses.
You
should not use a cover page but should include references
for any
sources you use, including the course textbook. Please
include at
least two peer-reviewed, outside sources, including your
textbook.
Information about accessing the grading rubric for this
assignment is
provided below.
Unit VIII PowerPoint Presentation
You were recently hired as a new sales manager and are about
to
conduct your first evaluations of individual salespeople.
You have
called a sales staff meeting to explain what you plan to do.
Prepare a
PowerPoint presentation of at least six slides with a title
slide and
final slide with references. Please use at least one
peer-reviewed
outside source in addition to your textbook. The title slide
and
reference slide are not included in the required slide
count. Your
slides should use bullet points and the notes section of the
slides to
add detail. Be sure you include at least the following:
BBA 3221, Sales Management
4
1. three reasons
why you are conducting the evaluations,
2. three criteria
you will measure as part of your evaluation,
3. some advantages
and disadvantages of an outcome-based evaluation,
4. some advantages
and disadvantages of a behavior-based approach, and
5. how you plan to
use salesperson job satisfaction in your evaluations.
Information about accessing the grading rubric for this
assignment is
provided below.
