Sales Management Practice

1655 Words7 Pages
center for writing | U NIVERSITY OF M INNESOTA page 1 This material is intended to give ideas for teaching and learning activities. Posted with permission. Copyright belongs to the creator. © 200 2 Timothy M. Smith Term Paper: Sales Management Practice Timothy M. Smith Marketing 4030: Sales Management Purpose This term paper exercise is designed to have you study the specific sales practices of a company of your choice. You are to study a company directly, that is, by personally interviewing one or more key executives (for example, the regional sales manager). This will be a group project. You will select a company for your study according to several criteria: 1. Personal interest : your group finds the…show more content…
office paperwork?  Sales Planning and Fo recasting: Discover how often the plans their sales forecast, how well the plan is used in the day to day operations, what forecasting tools are used, etc.  Organization of the sales function: Defines the position and role of the sales function within the organization. Includes a description of job responsibilities, lines of communication, territory division, account management practices, and assignment. An organizational chart - included in the report or in the appendix - is helpful for presenting this informa tion. center for writing | U NIVERSITY OF M INNESOTA page 2 This material is intended to give ideas for teaching and learning activities. Posted with permission. Copyright belongs to the creator. © 200 2 Timothy M. Smith  Recruiting and Selection: Who performs the recruiting function, how are candidates identified, what selection procedures are used, what training programs do new recruits participate in, who conducts the training sessions?  Compensation: How are indiv iduals paid, what compensation methods are used, what methods of motivation does the firm use, what rewards are given, etc.?  Sales expenses: What expenses does the firm cover (auto, meals, hotels, office equipment and supplies)  Territory Assignments: How are sales territories and quotas assigned?  Performance Appraisals: How often, who performs them, what is the impact on

More about Sales Management Practice

Open Document