29 Jun To many people in more “professional” roles such as
Question
1.To many people in more “professional” roles such as accountants and solicitors, the income of sales people seems disproportionate with the qualifications that they earn. Why is there this imbalance and do you believe it is justified. Give examples of where this scenario is true and where it is not.
2.Selling direct from a transactional website or having a large number of independent agents is always better than the problems you get from having a troupe of sales people. It’s cheaper, quicker for the customer and the customers prefer it.
a) List the benefits and problems associated with these three sales alternatives; and
b) Comment on this statement with respect to the way that an organisation may change their direction on such decisions in the future.
3.The concept of a sales team is easily understood but often in practice the remuneration of the individual is the driving force behind sales performance.
a) Explain why sales representatives are working in teams more now than they did in the past.
b) Using your assignment as an example, or other real world examples, show how companies are adjusting remuneration to cater for the team result.
c) Is the issue of “freeloading” in this case common and how do you as a manager correct it.
4.In many organizations, sales people regularly earn more than tertiary educated professionals such as accountants, engineers and solicitors. Is that fair? Why is it so?
5.“Leaders are born, not created.” Comment on this statement from the point of view of a young sales manager promoted to a national role. What training and experience can be provided to lift people to senior management roles in sales management?
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