Why should salespeople be empowered in their dealings with prospects and customers?

Salespeople are the direct faces of any firms that mean they are the people who represent a firms product or service. They work as boundary spanner so they are in direct contact with the customers. It is utmost to continuously update the salespeople knowledge of the firm's product or service. Empowered salespeople become more competent and can advocate the product, value proposition, and make the marketing content with higher impact.

Would a company that views its customers as strategic partners tend to have a larger or smaller sales force than that of a similar size company with a more transactional view of customers? Explain.

The relation between the firms and the customers depends upon the type of services or the products that are being offered. If a firm is more likely to sell its product or service as Sales-as-a-service (SAAS) model then there is need of high customers interaction and maintain the loyalty of the customers and if the product is like construction materials like bricks, concretes then there is less need to carry on with customers.

Consider the material in the chapter describing the sales manager and the salesperson’s role as a boundary spanner. Do you believe the boundary-spanning nature of selling is responsible for the bad reputation of sales people?

As we know that the job of the sales manager is to organize, lead, and control the sales activities of the organization. So the basic functionality of the sales manager is to achieve the sales target to achieve the revenue for the organization. In doing so Sales Manager has to consider interest of the organization, monitor the strategy with necessary adjustments needed, work closely motivating fellow team member, improve and maintain the relationship with the clients, analyze and organize the data for future references, and so on.

Explain why and how you think the sales manager’s job will change as we move further into the twenty-first century?

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As we know that the job of the sales manager is to organize, lead, and control the sales activities of the organization. So the basic functionality of the sales manager is to achieve the sales target to achieve the revenue for the organization. In doing so Sales Manager has to consider interest of the organization, monitor the strategy with necessary adjustments needed, work closely motivating fellow team member, improve and maintain the relationship with the clients, analyze and organize the data for future references, and so on.

Midwest Risk Management: Performance Evaluation Systems (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

The Midwest Risk Management company has been selling personal lines of insurance, such as life, accident, and health coverage since 1987. Douglas Powell, since 1995 is the sales manager of Midwest looking after the southern district sales. The vice president of marketing has announced his intentions to expand the product line to the professional liability market concentrating on lawyers and CPAs since these professionals need protection from lawsuits by clients. And Doug has been instructed to use five salespeople out of twenty-five from his team to start the professional liability market in his area and his team has to achieve 10 percent penetration.

J.B.'s Restaurant Supply: How CRM Data is Used to Justify Change (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

J.B.s Restaurant Supply servers full-service equipment to the foodservice industry like restaurants.  They have a wide range of equipment and utensils needed for the food industry. The company was started by serving independent restaurants around the corridor in Central Florida. The company has recently implemented a new Client Relationship Management (CRM) software. The main purpose of the implementation is to automate the sales process and to eliminate unnecessary sales calls. The CRM has shown some influencing data based on sales analysis by comparing current performance to past sales. The analysis report has focused on product/product line, territories and customer type. Based on the analytical data, J.B.'s has brought a few changes in order to improve the company's performance.