Managing Salespeople
This activity highlights an ineffective situation for a mobile home loan salesman for a bank. Review the situation – what can be done to improve the firm’s current sales appointment practices?
people
Salespeople Incentive Schemes
In this exercise, students need to calculate the total salary/incentive paid to salespeople (across different payment structures) and then determine which structure has the best approach for the firm’s marketing goals.
What is the Role of a Sales Manager?
As implied by their business title, a sales manager is responsible for achieving targeted sales through the effective management of a sales team. In this activity, students identify what tasks that a sales manager actually does.
What is the Role of a Salesperson?
The task is to identify what particular things would you do/learn in order to be ready as a salesperson and to “hit the road” in a few week’s time.
Product Development Team Structure
There are five different examples of how firms can structure their new product development project teams. Can students identify which team structure approach would be the most effective?
Not Enough New Product Ideas?
The ability of firms to generate new product concepts is a key factor in new product success. Some firms appear to be more successful at this task than others. This firm is not very good at it – but why?
Impact of Reduced Staff Empowerment
Students review a retailer who have changed their refund policy – did management make the right decision by reducing staff empowerment? Includes aspects of CRM and CLV.
Designing Internal Marketing Campaigns
For this task, students are the marketing manager for a bank and planning a major new product launch. They need to develop an internal marketing program for the bank’s branch and call center staff to complete the sales.
Should We Empower Our Staff?
A large department store chain are discussing the merits of introducing a system of greater staff empowerment. But the team cannot decide what to do – can your students help them?
The Need for Internal Marketing
Students are presented with an excerpt from a monthly ‘performance’ one-on-one meeting. Who is at fault? How can this situation be improved for the future?
