What can the sales rep do to handle this conflict?

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5 Questions, with a minumum of 100 words per question.
Q1. The Recall Computer Co. has six territories, each represented by one salesperson. After extensive planning, the company determines that each territory would be expected to achieve the following percentages of total company sales for 2020:
Territory 1 – 27%
Territory 2 – 15%
Territory 3 – 18%
Territory 4 – 12%
Territory 5 – 20%
Territory 6 – 8%
These figures are used as the standard for comparing each sales representative’s actual 2020 sales. The company projected sales for 2020 of $18,500,000. Determine which sales representative’s territory had the best performance by using the performance index, if the actual sales for 2020 in each territory were $5,425,000, $3,205,000, $3,710,000, $2,400,000, $3,900,000, and $2,000,000, respectively, for territories 1–6.
Q2. In planning a sales analysis system, one must consider that information needs vary from district sales manager to regional sales manager to vice president of sales. Give specific examples of how information needs vary among managers at these levels.
Q3. The president of Part-I-Tyme, manufacturer of salty snack foods, was dismayed over the dismal sales results reported for the first six months. A new product, a deluxe cookie, had been taste tested and consumers’ responses were very positive. Part-I-Tyme’s sales force consisted of 500 individuals in 25 sales districts around the country. They called on buyers for grocery chains and large restaurant chains. Over the years, the company had developed an excellent reputation with their customers. Part-I-Tyme’s president was convinced the product would be well received by the company’s customers and ultimately by consumers. However, it was obvious that something was wrong. The sales force had not really been enthusiastic about the product. How would you determine the nature of the problem? Can you use the model of salesperson performance in this situation?
Q4. A sales representative for High Speed Technologies is faced with a demand from an important customer that is in direct conflict with company policies. The customer wants several product modifications with no change in price. What can the sales rep do to handle this conflict?
Q5. The sales force at Fire Protection Systems, a manufacturer of fire prevention systems for industrial applications, have been told they will now have to sell small fire extinguishers to the retail market. They have never sold in the retail market, and the company is going up against much larger competitors that have sold in that market for many years. What role problems are likely to occur?

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