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1. Successful Sales Management
Read the Team Exercise, “Who to Promote” on page 13 in the text, and then discuss the following questions.(graded)
a) What are the most important qualities that your company should look for in an area sales manager?b) Which of the two candidates would you recommend for the job? Why?c) Each of the candidates has some strengths and weaknesses they would bring to the job. What do you consider the major weaknesses of each candidate? Why?
2. Sales Organization
Refer to the Developing Your Competencies heading starting on page 55 in the text. Refer to #5 Self-Management (p. 57). Read the scenario about the H.R. Chally Group. For additional information, visit
www.chally.com
.
a) Assess yourself on the four self-management dimensions (closing, consultative, relationship, and display dimensions) described in the scenario. How do you rate on these dimensions?b) Give two examples of sales positions that would rate high on each of the dimensions.c) How important are each of these dimensions in a transactional account relationship?
