Sales Marketing

Module 2 Assignment 1Assignment OverviewThe year has ended and your company has finished the year with $3.4 Million in sales. Three of your sales people did very well with $900K, $850K, and $650K in sales.

Two others hit their goal ($500K) right on the noseYou had two of the sales people that didn’t work out and had to be terminated. No sales were made in their territories.

You have now hired nine new sales people; two for the ones that you fired and seven additional sales people.

You have taken the three outstanding sales people (the three that exceeded their sales goals) and made them Regional Vice Presidents. They will continue to sell, and will also supervise the other sales people. Two of these managers will have four sales people reporting to them and one will have three.

All of the new sales people are slated to start November 15th, right around the Computer Tech trade show. In fact, you have set aside two full days of training over that weekend for the first ever sales training conference which will be at the Bellagio Hotel, Las Vegas, November 16 and 17thAssignment:

1. Outline sales training for these two days. What types of things should be covered during this sales training session?

How can you best utilize your existing sales reps to help you train your new sales reps?2. You also need a sales forecasting system that you can use during the year.

What information would you need to develop such a system and how can you incorporate this new system into your sales training session (i.e. what types of information could you gather at your sales training that would help you design such a system)?

Be as specific as possible.Module 2 Assignment 2Assume you are a sales manager and you have the following two problems with your existing sales force.

1) Your salespeople are not spending enough time prospecting for new customers2) Your salespeople are selling less profitable items in your line in order to meet their sales quotas rather then focusing their time on the harder to sell, higher profit margin items.

How could you structure their compensation plan in a way that would address both of these issues.

Be as specific as possible.Module Links/ReadingModule #2:Articles:https://www.linkedin.com/pulse/5-surprising-statistics-top-sellers-jill-konrath/https://www.forbes.com/sites/stevemeyer/2015/01/30/the-biggest-trend-in-sales-today-this-thing-called-sales-development/#1516f22f6fbehttps://hbr.org/2006/07/the-sales-learning-curvePodcast:https://www.youtube.com/watch?v=EIb7HnzkWac