Sales Force Optimization: A Self Assessment Glen S. Petersen Copyright 2011‚ All Rights Reserved Page 1 Sales Force Optimization: A Self Assessment Table of Contents Chapter 1 Introduction................................................................................................................ 3 Chapter 2 Sales Force Optimization........................................................................................... 5 Chapter 3 Trends That Impact Sales Force Performance
Premium Sales Marketing
Sales Force Management Proper training for a sales force is vital to the success of the individual as well as the team. According to Spiro‚ Stanton‚ and Rick‚ “The salesperson’s product knowledge‚ understanding of customer needs‚ and selling skills are directly related to the amount of training he or she receives” (2004‚ p. 190). This paper will discuss such instances encountered by Imaginative Staffing‚ Inc.‚ summarize the case study presented in Management of a Sales Force‚ and answer questions
Premium Sales Marketing Selling
Francesca Laurent 2.08 Discussion Question 1. What role do you think discipline plays in developing a child’s self-esteem? What forms of discipline best serve the self-esteem of the child or adolescent? I think discipline plays a vast role in developing a child’s self-esteem ‚ it determines the way children collaborate with the public and theirs cause and effects to what may happen to the child depending on the way they were disciplined as a minor‚ such as knowing the difference from punishing
Free Debate Self-esteem Childhood
the major reasons for using sales contests. What makes a good sales contest? • Increase number of new customers • Develop sales of a new products • Counteract sales slumps due to seasonal variations • A good sales contest needs to have realistic goals‚ should be publicized and promoted‚ not too long of duration (approx. 2 weeks‚ if runs too long interest is lost)‚ give the reps prizes that they value‚ don’t make it so only the top sales people win. 1.13Identify
Premium Sales Selling
Project Title: Salesforce SFA on the iPhone and iPod Touch Content: 1. Summary of case study 2. Questions & Answers 3. Learning outcome Summary of Case Study * Role of Apple Apple is a company known for creative‚ disruptive new technologies and business models. One of its most recent products‚ the iPhone‚ represents this kind of technology. Apple opened up its iPhone platform to third-party developers shortly after releasing it. They provide what’s known as the iPhone
Premium Apple Inc. App Store Disruptive technology
THE SALES FORCE TECHNOLOGY–PERFORMANCE CHAIN: THE ROLE OF ADAPTIVE SELLING AND EFFORT Adam Rapp‚ Raj Agnihotri‚ and Lukas P. Forbes Firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. This research expands previous literature in the area of sales force automation (SFA) and customer relationship management (CRM) by looking at the consequences after technology adoption by a sales force. Data were gathered from
Premium Customer relationship management Sales
CHAPTER 1 Discussion Questions 1 Discuss the differences between internal and external users of information and their needs and demands on an information system. Historically‚ which type of user has the firm catered to most? 4. An information system must meet three fundamental objectives. Discuss why these objectives cannot effectively be met by a common set of information. 9. Discuss what is meant by the statement‚ “The accounting system is a conceptual flow of information that represents physical
Premium Auditing Internal control Audit
Discussion Questions: 1.Compare and contrast six types of incentive plans. Various types of incentive plans werepresented in the text‚ including piecework plans‚ straight and guaranteed plans‚ standardhour plans‚ plans for salespersons (commissions and combination plans)‚ and groupincentive plans. With the piecework plans‚ earnings are tied directly to what the individualworker produces‚ and are more appropriate in a manufacturing organization. Commissionsare more appropriate for salespeople in
Premium Sales Thought Management
Article Title: Improving the Sales Force Author: Cranfield University‚ SilentEdge Url & Date Retrieved: http://silentedge.co.uk/wp-content/uploads/2011/01/cranfield-report-18.01.2011.pdf 3/14/13 Main Idea This article analyzes the data from several sales people in three different areas new business sales‚ telesales‚ and account management. With the data it puts together 8 profiles that each sales person can fit into. Ranging from least effective to most those 8 types are socializer‚ dealmaker
Premium Sales Management Skill
Week 1 (Ch 1-2) Discussion Questions • Instead of being able to swim underwater as Garfield would like in his perfect world‚ what would your perfect world look like? Name at least five things that would exist in your perfect world. Explain. Now name your top 5 stressors. Would any of these stressors be decreased or even eliminated if your perfect world existed? Or is there no correlation between your perfect world and your top stressors? Explain. • Which do you think is more stressful:
Premium Relaxation technique Stress Psychology