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Sales Management
1. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes?
2. Sales support personnel include customer service reps, account coordinators, sales assistants, and others whose efforts have a critical impact on a sales force's success. The chapter discusses motivation from the perspective of the sales force. How would you apply the concepts discussed in the chapter to sales support personnel? What can a company do to motivate sales support personnel?
Describe the differences between OD practices domestically (within the United States) and internationally. Offer an example or two of how cultures and different management practices outside the United States affect the use and effectiveness of a s..
What potential impact might the trends have on customers? How can a new venture capitalize on business and technological innovations?
In the article "Why Hard Nosed Executives Should Care About Management Theory" some of its focus is on the issue that management would use research in gathering information; that research discovery is a valid effort but results are contingent and ..
Describe this comment which is referring to the concept called managing the product life cycle
Marketing research has traditionally been associated with manufacturers of consumer goods. Today, we are experiencing an increasing number of organizations, both profit and nonprofit, using marketing research. Why do you think this trend exists? G..
What circumstances might encourage the entrepreneur to enter into a new business area by acquisition? What different circumstances would encourage the same entrepreneur to merge with another company?
From Minicase: The BlueGreen Alliance: A New Way of Thinking for Sustainability. The right trade policies, in a union view, may mean protectionist measures to build jobs. Do you think such a policy could fit into a sustainable approach?
sampling techniques precision methodsin which of the following sampling techniques does each member of the population
What conclusions can you draw about the competitive strategies pursued by both companies? At the time the Case was written was there a winner? Should both companies have acted differently?
Select an individual that you believe exhibits authentic leadership. This individual can be historical or contemporary. Provide specific examples that support how this person exhibits authentic leadership.
Your employer has been going through many challenges this past eighteen months due to the recent financial crises. There has been major challenges throughout the company including, high turnover, software applications being used are outdated, stre..
Find economies of scope. Provide examples of specific actions Harley-Davidson's managers could take to reduce expenses or share activities through horizontal relationships across brands.
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