Interview a Sales Manager about implementing strategies
Budget: $10 – $30 USD
Overview: Sales managers and salespeople are typically responsible for making strategic decisions at the account or customer level. Although the firm’s marketing strategy provides basic guidelines for managing customer accounts, targeting strategies, relationship strategies, sales channel strategies, and selling strategies, these strategies are ultimately executed by the salesperson or sales manager.
1. Interview a salesperson or sales manager (note: pick one that sells to either other business customers or direct to consumers – but not in the retail setting like target, best buy, etc.).
2. Discuss how this salesperson or sales manager:
a. Implements Account Targeting Strategies to determine good prospective customers, segment their customer base, target specific customer segments, classify their customers (e.g., Major, Large, Regular, etc.).
b. Implements Relationship Strategies among various customers (e.g., transaction, solutions, partnership, collaborative, etc.).
c. Implements Selling Strategies using specific selling models or approaches (e.g., stimulus-response, mental states, need satisfaction, problems solving, consultative, other, etc.)
d. Implements Channel Strategies by combining use of the internet, distributors, independent representative, company-owned salesforce, team selling, telemarketing, and trade shows.
Note: a 3 page single spaced write up will suffice.
1. Interview a salesperson or sales manager (note: pick one that sells to either other business customers or direct to consumers – but not in the retail setting like target, best buy, etc.).
2. Discuss how this salesperson or sales manager:
a. Implements Account Targeting Strategies to determine good prospective customers, segment their customer base, target specific customer segments, classify their customers (e.g., Major, Large, Regular, etc.).
b. Implements Relationship Strategies among various customers (e.g., transaction, solutions, partnership, collaborative, etc.).
c. Implements Selling Strategies using specific selling models or approaches (e.g., stimulus-response, mental states, need satisfaction, problems solving, consultative, other, etc.)
d. Implements Channel Strategies by combining use of the internet, distributors, independent representative, company-owned salesforce, team selling, telemarketing, and trade shows.
Note: a 3 page single spaced write up will suffice.