Mktg 420 All Discussion Questions Week 1 - 7

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MKTG 420 All Discussion Questions Week 1 - 7

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MKTG 420 Week 1 DQ 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?

MKTG 420 Week 1 DQ 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

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?

MKTG 420 Week 2 DQ 1 Account Relationships

Review Earning Buyer Trust and read about the five trust-earning components identified in research on trust. Rank the relative importance of these five components based on your experience.

a) Explain your rationale for your selection and ranking.

b) How do you think that you measure up on earning buyer trust? What are your strengths and weaknesses?

MKTG 420 Week 2 DQ 2 Sales Opportunities

Read the Shield Financial “Lead Generation” Case on page 109 at the end of the chapter in the text. (graded)

a) What is your opinion of Doug’s approach to create a standard plan?

b) If you were the sales manager, how would you deal with the...