Change in Retailer Relationships: Good or Bad?
In this exercise, students need to evaluate how well this manufacturer is progressing with their retailer relationships (in its micro-environment).
sales
Should You Have Your Own Sales Team?
In this activity, students need to choose whether a new furniture manufacturer should set up its own sales team or utilize an established company of sales agents?
EXCLUSIVE MEMBER ACTIVITY
Which Sales Promotion Tool?
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.
Will the Retailer Support the Sales Promotion?
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
Evaluating Direct Marketing Results
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
Your Perception of a Salesperson
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.
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.
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.
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.
EXCLUSIVE MEMBER ACTIVITY
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?
EXCLUSIVE MEMBER ACTIVITY