What type of training needs will be necessary in order to implement a strategy?Explain.

Unit III Case Study

For this assignment, read Case 5.2, “Global Container Corporation: Creative Sales Forecasting,” on pages 146-147 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough explanations and well-supported rationale.

  1. How would you estimate the total market potential for Snork-All? What kind of historical data might help with this project?
  2. How would you estimate GC’s sales potential for Snork-All? Who from GC should be involved in developing the sales estimate?
  3. What type of forecasting methods might work best in developing a sales forecast for Snork-All?
  4. What would you recommend that Maiko do now? What other information could be used to help develop a better sales forecast for Snork All?

Your response must be a minimum of one page in length, double-spaced. References should include your textbook plus a minimum of one additional credible reference. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.

Unit IV Case Study

For this assignment, read Case 6.1, “PlayMart Toyz: Building a Sales Organization,” on pages 174-176 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough explanations and well-supported rationale.

  1. What is the most effective sales and territory organization for PlayMart Toyz?
  2. Why did you eliminate other territory organization ideas.
  3. How could PERT and/or other critical path methods help the sales manager be more effective in this situation? What about software or hardware tools?
  4. Should Siira focus only on the United States and Canada to achieve PlayMart sales increase objectives? What would be the advantages and disadvantages to this approach?

Your response must be a minimum of one page in length, double-spaced. References should include your textbook plus a minimum of one additional credible reference. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.

Unit V Case Study

For this assignment, read Case 9.1, “Hops Distributors, Inc.: Getting the Blend Right,” on pages 278-279 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough explanations and well-supported rationale:

  1. Analyze the new account system. Evaluate the advantages and disadvantages of this strategy from a company standpoint.
  2. Analyze the new account system. Evaluate the advantages and disadvantages of this strategy from a salesperson standpoint.
  3. What type of training needs will be necessary in order to implement this strategy?
  4. After the training of the sales force, what steps should be taken to implement this program?

Your response should be a minimum of one page in length, double-spaced. References should include your textbook plus a minimum of one additional credible reference. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.

Unit VI Case Study

For this assignment, read Case 10.2, “Ohlins Chemicals: Leadership and Communication Problems,” on pages 319-320 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough explanations and well-supported rationale:

  1. How would you rate the leadership and communication skills of Ohlins’ management? Include your rationale.
  2. What recommendations do you have for improving the leadership and communication skills of Ohlins’ sales managers?
  3. What do you think Ohlins’ management might have done to keep Ulrik from leaving, even if all his suggestions could not readily be implemented?
  4. What do you think Ulrik should say in his resignation letter to Joan and Mike? Explain your reasoning.

Your response should be a minimum of two pages in length, double-spaced. References should include your textbook plus a minimum of one additional credible reference. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.

 

Course Textbook:

 

Hair, J. F., Anderson, R. E, Mehta, R., & Babin, B. J. (2009). Sales management: Building customer relationships and partnerships. Boston, MA: Houghton Mifflin.

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