Which theory of leadership do you think is most sound? Discuss which theory you would apply most often during your career in sales management.

There is no such thing in leadership where one theory is better than the other. The leadership theory is most effective according to specific time and situation. The best leadership is that when a leader chose the leadership style according to the need of time and the best tool in the situation.

Why is the design and implementation of sales training programs such a critical task for sales managers? Briefly discuss the planning decisions that must be made by sales managers in designing sales training programs.

 Sales training programs improve the sales manager's communication skills, learn sales methodology, overcome objections and develop administration skills. The properly designed training is focused on conducting a need assessment, training objectives, training program content, responsibility, method, delivery, timing, and location for training, prepare trainees, motivate trainees, reinforce training and evaluate training. The training programs help the sales manager to guide the salespeople the right method to perform their task and responsibilities more effectively and efficiently. The sales training programs help to create a competitive advantage, better customer relations, lower turnover rate, increase in sales, and high company profits.

Discuss the benefits of screening tools to the selection process. How might screening tools help control the cost of salesperson selection?

 The screening tools are useful in determining the selection of Salesforce team, selection process refers to the activities that help in determining the candidate's qualification who are the best fit for the job. Effective selection of the employees is a key component to determine the success of an organization, the performance of an employee is the major factor for an organizational success.

With respect to territory management, why is it necessary to establish sales territories that are approximately equal in sales potential? Additionally, why is it important to match the right salesperson with the right territory?

"A sales territory is usually a specific geographic area that contains present and potential customers and is assigned to a particular salesperson." Territory management involves generating sales by improving the productivity of salespeople by following specific strategies. By assigning sales territories, market coverage is enhanced by minimizing selling cost, customer relationships will be stronger, a more effective sales force will be built, sales evaluation will be bettered, and coordination of sells with other marketing functions will be achieved. The minimization of selling

What are three types of performance standards relevant for sales managers? When is each type particularly appropriate?

Performance standards are needed to compare actual performance and benchmarked standards. Basically, performance standards can be categorized as internal and external measures. The industry average, past performance, and managerial expectations lie under internal measures and customer satisfaction and societal satisfaction lies under external measures. The industry average, managerial expectations, and customer satisfaction are relevant for sales managers.

Do you think the role of the sales manager in sales planning, organizing, forecasting, and budgeting will become less or more important with the ever growing power of computers and software sophistication? Explain.

 We know that technology is to make peoples work easier not sophisticated. It is utmost of importance for the sales manager to become more familiar with the ever-growing power of computers and software sophistication. Modern software is user-friendly, they are designed by going through lots of research process to make it easily operatable and the user can easily find the links and the buttons.