Case 2.1: ProFood Supply Company

Unit I Case Study

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Read “Case 2.1: ProFood Supply Company” on pages 36-37 of your textbook.

In a minimum two-page, APA formatted paper, answer the questions below. A title page and references page should be included in addition to the two pages of content.

In your response, make specific references to concepts you learned in Chapters 1 and 2 and any other sources that support your analysis of the questions. Convince the reader that your response to the questions is correct. Outside sources other than the textbook are not required; however, they can be helpful in your responses.

1. Is it likely that Jon Menzes will be successful in the short term with this strategy?
2. What are the longer-run implications of this strategy for Jon Menzes and for ProFood?
3. If you were Emily Lewis, what advice would you give Jon? What characteristics would you expect Emily to have as a successful sales manager?
4. Describe the importance of trust in developing a buyer-seller relationship.
5. Identify and describe the personal selling approach that you feel would work best in the situation described in the case study.

Information about accessing the grading rubric for this assignment is provided below.

Unit III Case Study

Read “Case 5.1 Help Wanted!” on pages 164-165 of your textbook.

In a minimum two-page, APA formatted paper, answer the questions below. A title page and references page should be included in addition to the two pages of content.

In your response, make specific references to concepts you learned in Chapter 5 and other sources that support your analysis of the questions. Convince the reader that your response to the questions is correct. Using outside sources other than the textbook is not required; however, they can be helpful in your responses.

1. Assess Fred’s interview with Victor. Do you feel that Fred violated any legal or ethical guidelines during the interview? Explain why you feel this way.
2. How are the key concepts of socialization related to this situation? Explain.
3. What do you think might happen to Victor should he accept the position?
4. What responsibility does Victor have when interviewing for a position such as this?
5. Explain the approaches that Fred used to locate prospective candidates for his sales rep position. How do you think that Fred could improve his recruitment and selection process? Be sure to identify the legal and ethical considerations Fred should be aware of when recruiting individuals and the tools he should use to select candidates with the right profile.

Information about accessing the grading rubric for this assignment is provided below.

Unit IV Assignment

Developing a Sales Training Process

You are a sales manager for a corporation that sells software to local businesses. You have been asked to create a new training process for a new group of salespeople who have been recently hired. Describe your sales training process using the six interrelated steps discussed in your textbook. Be sure to identify specific, measurable, and obtainable sales training objectives.

Your process should consist of at least three pages, not counting a title page or reference page Make sure that any sources used, including your textbook, are cited and referenced properly using APA formatting. Outside sources other than your textbook are not required but can add depth to your response.

Information about accessing the grading rubric for this assignment is provided below.

Unit V Assignment

In this assignment, you are asked to interview a sales manager, and summarize what you learned in a paper of at least three pages. Follow these steps to complete your assignment.

1. Read the chapter assigned in this unit.
2. Review the Unit V discussion in which everyone is asked to post questions to ask a sales manager. Select four to six questions for your interview. When selecting your questions, make sure that you include questions that will cover the following:
   • the difference between management and leadership of a sales force,
   • how situational factors affect sales leadership, and
   • best practices sales managers can follow to create an effective sales force.
3. Find a sales manager to interview. You may be able to find one where you work or through your work colleagues, family, or friends. Auto dealers, radio and television stations, and newspapers have sales managers. A business you deal with may have a sales manager. Keep in mind that the sales manager you interview does not necessarily have to be local because you can conduct your interview in person, on the phone, or using the Internet (email, Skype, Facetime, etc.).
4. When you conduct your interview, remember to take notes. Be sure to record the name and title of the sales manager and where he or she works. Start your paper by identifying the person you interviewed.
5. Report on your interview in a paper of at least two pages. As you prepare your report, list each question and then the sales manager’s response after the question.
6. APA formatting is not required for this assignment.

Information about accessing the grading rubric for this assignment is provided below.

Unit VI PowerPoint Presentation

You have been named the national sales manager of a small distributor that sells products to electronics retailers. You know this is a highly competitive field. You decide you need a reward system for your sales staff in addition to their compensation. You present your idea to the executive vice president of marketing who agrees and asks you to develop a reward program and present it to leadership. Prepare a PowerPoint presentation of at least 10 slides, not including the title and references slide. Include at least two additional peer-reviewed outside sources in addition to your textbook.

Your presentation must address these elements of your reward plan:

1. three objectives your plan is designed to accomplish,
2. the principal elements of your plan with one being a sales contest,
3. how you will describe the plan to the salesforce,
4. the rules for the sales contest (How will you select the winner or winners? What is the prize?), and 5. the way you will evaluate the effectiveness of the plan.

Your presentation should describe how this contest will motivate the salespeople using the key components of motivation, identify potential issues that could arise due to the contest and how those issues will be handled, and discuss how the contest follows the guidelines for motivating and rewarding salespeople.

Information about accessing the grading rubric for this assignment is provided below.

Unit VII Essay

In this assignment, you will plan to conduct an audit of a sales organization and hold a sales meeting to discuss your findings. Prepare one document that includes your 500-word business memo and the 500-word script of what you will say at the sales meeting. Read the situations carefully so you know what to include in each part. Submit this document to the Unit VII assessment tab in Blackboard.

You have been selected as the new sales manager of Rapid Digital, a firm founded 20 years ago to provide digital repair services and equipment to other businesses. You are replacing the long-time sales manager (who retired) to bring fresh thinking to the sales organization and its 30 salespeople. The vice president of marketing has asked you to audit the sales organization and prepare a business memo of at least 500 words describing, in detail, how you will conduct the audit. Be sure to explain the role of sales volume, cost, and profitability in your audit. How do these three evaluate the effectiveness of the sales organization? Also, be sure to discuss the concept of benchmarking and how it will be used in your audit to determine the effectiveness of the salesforce.

Your audit of the sales organization raises questions in your mind about the accuracy of the expense information submitted by salespeople and whether some reps may be stretching ethical boundaries to make sales. You decide to call a sales meeting to address your concerns. What will you say? Write a script of at least 500 words that explains the importance of submitting accurate expense reports and following ethical guidelines. Include some examples of ethical lapses. You should not use a cover page but should include references for any sources you use, including the course textbook. Please include at least two peer-reviewed, outside sources, including your textbook.

Information about accessing the grading rubric for this assignment is provided below.

Unit VIII PowerPoint Presentation

You were recently hired as a new sales manager and are about to conduct your first evaluations of individual salespeople. You have called a sales staff meeting to explain what you plan to do. Prepare a PowerPoint presentation of at least six slides with a title slide and final slide with references. Please use at least one peer-reviewed outside source in addition to your textbook. The title slide and reference slide are not included in the required slide count. Your slides should use bullet points and the notes section of the slides to add detail. Be sure you include at least the following:

1. three reasons why you are conducting the evaluations,
2. three criteria you will measure as part of your evaluation,
3. some advantages and disadvantages of an outcome-based evaluation, 4. some advantages and disadvantages of a behavior-based approach, and
4. how you plan to use salesperson job satisfaction in your evaluations.

Information about accessing the grading rubric for this assignment is provided below.

APA Guidelines

The application of the APA writing style shall be practical, functional, and appropriate to each academic level, with the primary purpose being the documentation (citation) of sources. CSU requires that students use APA style for certain papers and projects. Students should always carefully read and follow assignment directions and review the associated grading rubric when available. Students can find CSU’s Citation Guide by clicking here. This document includes examples and sample papers and provides information on how to contact the CSU Success Center.