Simpon Machine Tool Company: Sales Management Seminar

1. Based on the brief conversation between Jerry Kline, Grace Gallo, and Paul Swenson, what kind of sales manager do you think each of them is? What do you think is the level of performance of the sales force each person heads? How do you think each of them will benefit from the sales management training seminar?

Jerry Kline is a sales manager that only focuses on pushing his salespeople to make their sales quotas. He thinks that long-term prospects and customer relationships and internal company support will distract his salespeople. In his sales concept, offering products at lower prices than competitors can help with the sales no matter what kinds of customer relationships they have. The only matter is earn money. It is a low-level performance as a sales manager. He does not lead his salesperson in an efficient way. Through the seminar, he will understand the importance of well-planned long-term prospects and good customer relationships.

Grace Gallo is a very strict manager that he likes to control all his salesperson. He did not believe the customer relationships could benefit his sales. In his concept of sales, the most important is whether his salesperson has achieve the quotas. Due to his personality, half or more of his salesperson have moved on in the past five years.

Paul Swenson is a manager that expects to learn much from the seminar. Besides the price disadvantages, he would like to figure out the solutions to measure salesperson whether they have done a good job or not through this management seminar. He dose think that this seminar is going to benefit the sales force in future.

2. If you were a top executive for a company, how would you go about selecting your new sales managers? What specific criteria would you use? How would you determine whether your candidates had the qualities desired?

A good sales manager will definitely help the company to achieve the goal. As a qualified manager, he should have the ability to lead his team effectively...