Sales and Class Slides
Topics Parcial Exam 2
Sales Management & Process
Aug-Dec 13
1. Topic 5 – Compensation - Class Slides and Discussion – Includes watched videos
2. Topic 6 – Non-Financial Incentives – Class Slides and Discussion - Includes watched videos
3. ARTICLE: "Motivating Sales People - What Really Works" - HBR Jul-Aug,`12
4. I.M.A.G.E. CASE. Case, Comments and Case Analysis.
5. Topic 7 – Evaluation - Class Slides and Discussion – Includes watched videos
Aside from UNDERSTANDING ALL SLIDES, make sure you know how:
Understand and Calculate credit days
Understand and Calculate a sales tendency (based on working days)
6. ARTICLE: "Territory Alignment: An Overlooked Productivity Tool" - Zoltners, Lorimer - Journal of Personal Selling & Sales Management
7. CASE Milford Industries. Case, Comments and Case Analysis.
8. Milford Case Introduction and Guide for students. Make sure you UNDERSTAND when to use each ratio, what each means, not just be able to calculate them.
9. Sales Evaluation Math Example in Blackboard / Files / Parcial 2. Make sure you get all ratio numbers and that you UNDERSTAND what they mean and when to use them. Find the logic, do not memorize! THE EXAM WILL PLACE A STRONG EMPHASIS HERE, MAKE SURE YOU HANDLE IT PERFECTLY.
10. CASE. Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version) - Case, Comments and Case Analysis.
11. Reading – View From the Field- pages 9 – 10 (“How we built a door-to-door selling machine” – HBR)
12. Topic 8 – Sales Process - Class Slides and Discussion – Includes watched videos
13. Workshop 2 "Sales Process" from the Book: The Ultimate Sales Training Workshop.
14. Reading “Assembly Line Selling” - Sandler Training
15. Reading “The more prospects paradox ” - Sandler Training
16. Pricing Exercises. Slides in Blackboard´s PARCIAL 2 and formulas discussed in class. You should be able to know how to:
Determine the additional percentage you need to sell to keep profitability constant even after
Sales Management & Process
Aug-Dec 13
1. Topic 5 – Compensation - Class Slides and Discussion – Includes watched videos
2. Topic 6 – Non-Financial Incentives – Class Slides and Discussion - Includes watched videos
3. ARTICLE: "Motivating Sales People - What Really Works" - HBR Jul-Aug,`12
4. I.M.A.G.E. CASE. Case, Comments and Case Analysis.
5. Topic 7 – Evaluation - Class Slides and Discussion – Includes watched videos
Aside from UNDERSTANDING ALL SLIDES, make sure you know how:
Understand and Calculate credit days
Understand and Calculate a sales tendency (based on working days)
6. ARTICLE: "Territory Alignment: An Overlooked Productivity Tool" - Zoltners, Lorimer - Journal of Personal Selling & Sales Management
7. CASE Milford Industries. Case, Comments and Case Analysis.
8. Milford Case Introduction and Guide for students. Make sure you UNDERSTAND when to use each ratio, what each means, not just be able to calculate them.
9. Sales Evaluation Math Example in Blackboard / Files / Parcial 2. Make sure you get all ratio numbers and that you UNDERSTAND what they mean and when to use them. Find the logic, do not memorize! THE EXAM WILL PLACE A STRONG EMPHASIS HERE, MAKE SURE YOU HANDLE IT PERFECTLY.
10. CASE. Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version) - Case, Comments and Case Analysis.
11. Reading – View From the Field- pages 9 – 10 (“How we built a door-to-door selling machine” – HBR)
12. Topic 8 – Sales Process - Class Slides and Discussion – Includes watched videos
13. Workshop 2 "Sales Process" from the Book: The Ultimate Sales Training Workshop.
14. Reading “Assembly Line Selling” - Sandler Training
15. Reading “The more prospects paradox ” - Sandler Training
16. Pricing Exercises. Slides in Blackboard´s PARCIAL 2 and formulas discussed in class. You should be able to know how to:
Determine the additional percentage you need to sell to keep profitability constant even after