Jul 202012
 

For this exercise, which is based on a recent media release, you will review Sports Direct (a major UK sports retailer) and the impact of its attractive staff bonus on sales and profitability. But while profits are up, your task is to identify any concerns that they need to manage?   ACTIVITY/TASK SportsDirect.com is a [See full activity…]

Jul 072012
 

This firm relies on heavy promotional tactics in order to generate their sales, which some people might term ‘high-pressure’ selling. Review the following case; are they effective marketers or are they engaging in unethical practices that need to change?   ACTIVITY/TASK Massage chairs are products that are sometimes promoted in shopping malls. However, this particular [See full activity…]

Jul 072012
 

Salespeople are part of an overall team. When a salesperson tries to work independently, the results are not always very effective. This activity highlights an ineffective situation for a mobile home loan salesman for a bank. Review the situation – what can you recommend to improve the firm’s current sales appointment practices?   ACTIVITY/TASK When [See full activity…]

Jul 072012
 

There are a variety of incentive schemes that can be implemented in order to help motivate and reward salespeople. In this exercise you need to first calculate the total salary/incentive paid in each of the following payment structures. Then you need to determine which structure is the best approach.   ACTIVITY/TASK For all the incentive [See full activity…]

Jul 072012
 

As implied by his/her title, a sales manager is responsible for achieving targeted sales through the effective management of a sales team. In this activity, you need to identify (from the list below) what tasks that a sales manager actually does.   ACTIVITY/TASK Structuring sales bonuses Giving ‘motivational’ talks Phoning key customers Writing newsletters Helping [See full activity…]

Jul 072012
 

For this activity, assume that you have just been appointed as a salesperson for a company that distributes ‘accounting software’ (that is, targeted at small to medium sized companies). On your first day in the role, your new sales manager tells you that he wants you ‘on-the-road’ selling in four weeks time. That means you [See full activity…]

Jul 072012
 

Consumer’s perceptions of salespeople vary significantly, usually depending upon typical stereotypes and people’s personal experiences. In this activity, you simply need to select the five attributes (from the list below) that you most associate with a salesperson.   ACTIVITY/TASK Possible Attributes of a salesperson Good communicator Honest Good listener Aggressive Concerned for customer Pushy Tricky [See full activity…]

Jul 072012
 

Responses to direct marketing campaign may include direct sales, appointments with salespeople, and opportunities for future sales. This activity outlines a variety of responses for a direct mail campaign for an insurance company. If you were the manager for the campaign, how satisfied would you be with the following results?   ACTIVITY/TASK ‘Got You Covered’ [See full activity…]

Jul 072012
 

A significant proportion of planned sales promotions do not get effectively, implemented due to the lack of full support by the retailer (except for major brands who tend to have strong retailer relationships). Your task in this activity is to determine whether or not the retailer is likely to run/support the sales promotion.   ACTIVITY/TASK [See full activity…]

Jul 072012
 

Firms may use a variety of sales promotion tools to help them increase short-term sales. Choosing from the below list of possible tools, identify which one/s would be most appropriate for: A newly launched chocolate bar Computer software (for editing digital photos) A woman’s fashion clothing store ACTIVITY/TASK   Sales Promotion Tools Chocolate bar? Computer [See full activity…]

Jul 062012
 

In this activity, you need to determine whether a new furniture manufacturer should set up its own sales team or utilize an established company of sales agents (as briefly outlined below). To help you determine the most appropriate option, a number of consideration questions have been provided for you.   ACTIVITY/TASK Option One Set up [See full activity…]

Jul 012012
 

In this exercise, you need to evaluate how well this manufacturer is progressing with their retailer relationships (in its micro-environment). As you can see, they have increased sales to retailers by $2m and they have also increased the number of retailing chains that they deal with. These results are obviously pleasing, but are there any [See full activity…]