For this exercise, which is based on Sports Direct (a major UK sports retailer) and the impact of its attractive staff bonus on sales, profitability, and marketing results.
EXCLUSIVE MEMBER ACTIVITY
Staff Bonuses and Internal Marketing Review the Teaching Activity
This firm relies on heavy promotional tactics in order to generate their sales, which some people might term ‘high-pressure’ selling. In this case; are they effective marketers or are they engaging in unethical practices?
EXCLUSIVE MEMBER ACTIVITY
Is this High-Pressure Selling? Review the Teaching Activity
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?
EXCLUSIVE MEMBER ACTIVITY
Managing Salespeople Review the Teaching Activity
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.
EXCLUSIVE MEMBER ACTIVITY
Salespeople Incentive Schemes Review the Teaching Activity
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 Sales Manager? Review the Teaching Activity
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.
What is the Role of a Salesperson? Review the Teaching Activity
This activity is a simple discussion exercise to identify how salespeople are perceived by consumers (your students). A mix of positive and negative attributes are provided in the worksheet to enable simple, fast and valuable easy discussion in the classroom.
Your Perception of a Salesperson Review the Teaching Activity
In this task, students are introduced to the concept of return on marketing by looking at the profitability of an email direct mail campaign.
EXCLUSIVE MEMBER ACTIVITY
Evaluating Direct Marketing Results Review the Teaching Activity
A significant proportion of planned sales promotions do not get implemented due to the lack of full support by the retailer. The student task is to determine whether the retailer is likely to run/support the sales promotion.
EXCLUSIVE MEMBER ACTIVITY
Will the Retailer Support the Sales Promotion? Review the Teaching Activity
Firms may use a variety of sales promotion tools to help them increase short-term sales. Students choose from a list of possible tools and identify which one/s would be most appropriate.
Which Sales Promotion Tool? Review the Teaching Activity