Marketing

Complete Review and Application Questions page 23:  1, 4, 6, 8, 10

Why do you think the sales manager's job will change as we move further into the twenty-first century ?

The sales manager's job will change as we move further into the twenty-first century. This is because technological innovations, dynamic buyer behavior, and managerial creativity are changing the way sales managers understand, prepare for, and accomplish their jobs. Sales managers must carry out their typical responsibilities and duties while also monitoring and adjusting to an ever-changing macroenvironment. (technological, competitive, economic, legal, cultural, and ethical.) Today's sales managers have an increasingly challenging job that requires ongoing learning. To be a successful sales manager in the twenty-first century, managers need to learn many new roles while perfecting old ones.

What criteria would you propose for progressive companies to use in selecting salespeople for promotion to sales manager ?

When promoting a salesperson to a sales manager, a company should look for a candidate who:

Is an effective leader

Motivates others

Is a good decision maker

Is a creative problem solver

Is a skilled communicator

In addition to these qualities, a candidate for sales manager should work to coordinate product development, manufacturing, market research, and promotion.

If you were the vice president of sales or the national sales manager for a large corporation, what criteria would you use to evaluate the performance of subordinate sales managers ?

A vice president of sales or the national sales manager for a large corporation should evaluate the performance of subordinate sales managers by their ability to:

Organize and develop the sales force

Manage and direct sales force efforts

Control and evaluate sales force performance

Manage customer relationships

Serve as a customer consultant

Manage the hybrid sales force

Describe how sales managers can...