QUESTIONS
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 force each person heads? How do you think each of them will benefit from the sales mananagement training seminar?
Jerry Kline is a kind of sales manager who aims to sell products and make sales quotas. He believes that developing long-term customer relationships and internal company support distract sales people. Thus, his sales force is not effective to make sales. He needs to work with his people in the field and helping them make sales presentations and handle customer complaints. This results deficient in time for the sales manager to do his assigned work such sales report and monitor his sales force performance.
Grace Gallo is a rigorous sales manager. Same with Jerry Kline, she does not believe in long-term customer relationships. The sales force belongs to her producing favorable sales but too much enforced by her. She is more strictly with those salespeople who do not meet the sales quotas. Most of her people quit and move on.
Finally, Paul Swenson is a new sales manager in the company. He wants to learn some things and successfully adapt to the inexorable technological, behavioral, and sales managerial forces. He believes that it will affect sales forces in the near future ahead.
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 could you determine whether your candidates had the qualities desired?
Selecting new sales managers is a important task. It connotes success of the company. Thus, it is important to understand which applicants must be hired.
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