Sales Management Practice

1655 Words Apr 26th, 2015 7 Pages
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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
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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
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included in the report or in the appendix
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is helpful for presenting this informa tion. center for writing
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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

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