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Genie Case

In: Business and Management

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MKTG577 Case: Genie Model 465
Timothy Flaherty
Section 11121 Professor Hale
October 6, 2014

Abstract
The scenario in this medical devise case revolves around the training of a new sales representative. Specifically, this case addresses the effectiveness of the Sales Manager in dealing with the skill set development of the new salesman in selling the medical devise. This paper addresses the actual process the sales manager uses with the salesman and how it can be improved going forward for the mutual benefit of all stakeholders.
The Genie Model 465 Sales Process Analysis
Contained below are the case questions to be explored:
“How might this sales manager's post-sales coaching session have been improved? What would you have done differently? Please provide your rationale to support your response? Make some recommendations about how the sales manager could have been more effective in his feedback to Joe. What could he have said? How could he have helped Joe during the sales call. Should the sales manager have behaved differently on the call?” My first impression based on the audio comments in the case; suggest to me that the sales manager’s demeanor was terrible. He was negative and talking down to the new representative during his post sales call debriefing. First of all, during the sales call I would have allowed myself to also have an exchange with the lab decision maker if I were the sales manager. It’s silly to be there and say nothing while passing notes to the new representative. Leading by example is a key skill for the new representative to experience. Tell me, show me, and then let me do is the process I would be using. The sales call with the lab manager can both be a show me and let me do experience. It’s very important the sales representative know that it is a penalty free environment to be gaining appointments and gaining...

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