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Sales Mgmt

In: Business and Management

Submitted By Eisaac
Words 663
Pages 3
Sales Management midterm 1. I would prefer average salespeople and an excellent manager. The leader of the herd is usually the one that his followers look up to. A great leader will set excellent example and will drive motivation to his team. An excellent leader will be able to formulate plan and agendas that would benefit his team, at the same time the leader will be able to train his team to become excellent like him. All an excellent leader need is to set an example of dedication, honesty, integrity and determination to be able to set up an excellent team. One good example is Steve Jobs, he was an excellent leader in every aspect, he was known for his innovative mind and compassion to his people. He values his team a lot, he is aware that he needs to empower them so that all his plans to become a great company will succeed. As a result, his team according to survey is very much motivated by the way he leads the company.
B. Strategic action, coaching, team building, self-management, technology

C. 1. Competition 2. Advances in technology, information, communication and distributions have created an explosion of new sales and service channels, media, products and brands. 3. Customer`s rising expectations

2. A. 3 business strategies are pre interaction, interaction and post interaction
B. The Hierarchy of Sales Objectives starts with the
>Corporate goals which is to Increase shareholder wealth by 10%
>At the business unit objectives they are looking at 12% revenue growth, and to increase pretax profits by 18%.
>The Marketing objectives is to Increase product markets share by 2 points and grow contributions after sales expense by 05%.
>Next is the sales department objectives which is to achieve sales revenue of more than 200M and grow contribution after expense by 25%.
>Now the Sales District objectives is

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