What compensation mix do you think is best for creative selling of intangible goods, like estate planning advice? What mix would be best for a missionary salesperson (drug detail person) calling on physicians? A salesperson for large factory machines? A rep for office equipment?

 A compensation mix is the mix of salary with commission, and/or bonus. Compensation can be financial incentives and non-financial incentives. Compensation acts as a motivator and hygiene factor.

            For selling estate planning advice, the salesperson needs enormous effort to impress the customers since the investment from the customer end does not come easily.  The straight

As a sales manager, which of the contemporary theories of motivation would you use to motivate your sales force? Why?

There are three contemporary theories of motivation to motivate Salesforce than includes content theories, process theories, and reinforcement-oriented theories.

            Content theories highlights the need of employees to be rewarded and recognized to be motivated. It helps in planning and designing compensation plans and rewards. This includes from person basic needs to self-esteem.

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