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For the purpose of this role-play, assume the role of a sales manager who is currently supervising a sales team made up of 22 salespeople. Your employer manufactures and sells radio equipment for private aircraft. You plan to open a new sales territory in a western state and need a self-motivated salesperson to assume the position. You have identified a person who seems to be a qualified applicant and you have scheduled a meeting to discuss the position. Using information in this chapter, prepare a list of questions you will ask during the role-play. Use these questions to interview another class member who will assume the role of the applicant. After the role-play, review the interview process.
Manning, Gerald L.; Ahearne, Michael; Reece, Barry L.. Selling Today: Partnering to Create Value (Page 366). Pearson Education. Kindle Edition.
Felicien grows mirlitons (that's Cajun for Chayote squash) in his 100 by 100 foot garden. He then sells the crop at the local farmers' market. Two summers ago, he was able to produce and sell 1200 pounds of mirlitons. Last summer, he tried a new fert..
The Conference Board reported that between 1987 and 2009 four key indicators of job satisfaction declined dramatically; (a) Interest in their work, down 18.9 percent; ( b) Job security, down 16.5 percent; ( c) Interest in co-workers, down 11.6 percen..
Vendor Performance Management and Closeout "Write a brief narrative that describes how you will communicate with selected contractors/vendors during project execution. Describe your planned format and frequency of communications to ensure you can eva..
You are the manager of a project to improve billing process at your firm. The table below contains the data you will need to conduct a sales analysis of the project.
How do you see the basic principles of project management aiding the operations manager/manageress in introducing change to the system/ process?
Research once failed companies Tyco and Best Buy. In a 2-3 page document, describe in detail, their organizational renewal strategies to create a successful turnaround. Compare the new corporate strategy to the old. Did it work
Rick Wing, salesperson for Wave Soldering Systems, Inc. (WSSI), has provided you with a proposal for improving the temperature control on your present machine. The machine uses a hot-air knife to cleanly remove excess solder from printed circuit boar..
A company plans to introduce a new product which it will sell for $10 per unit. There is a choice of production process, Method A which has a fixed cost of $5,000 and $5 per unit produced. Method B has a fixed cost of $10,000 and $1 per unit produced..
Develop the projected financial statements that fully assess and evaluate the impact of your proposed strategy. This should include a full balance sheet, income statement and EPS/EBIT analysis.
What return did the portfolio earn? If you don't buy or sell any shares after the price change, what are your new portfolio weights? For c, count the new portfolio weights for GoldFinger, Moosehead, and Venture Associates.
A firm seeks to o deploy a customer relationship management tool with its sales team in order to enhance sales effectiveness and productivity. How could application of the customer relationship management tool assist the firm’s sales operations?
Discuss the historical perspective of the time when the policy was discussed or implemented. Indicate the context or the problem of the day and the urgency for the policy.
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