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Essay Instructions: The purpose of this case is to show how sales management decisions are driven by marketing strategy. It centers on the 1995 acquisition of the global management consulting firm A.T. Kearney Ltd., by EDS, a larger information systems company. One of the key issues raised was how to leverage the merger in terms of providing strategic consulting and information systems solutions to clients. Should the two firms cross-sell each other’s services? Should A.T. Kearney call on existing EDS clients and vice-versa? Should the two firms work together to secure new clients?

A.T. Kearney chairman Brian Harrison had to deal with the above issues after the acquisition. Once they had been worked through, he had to deal with sales management concern arising from his decision. For example, if cross-selling is to be encouraged, what compensation program might be appropriate?

Read the case carefully and address the following questions in your analysis. Be sure to provide some analysis based on the facts of the case.

• Coming out of the first year of the merger, what new opportunities should the new “Defining Entity” pursue in order to grow business? Why these opportunities? How did you decide? You should consider a typical opportunity assessment based on the 3 Cs: Customers. Competition. Company.
• How would you sell into each new opportunity you identified? What sales approach or customer interface strategy would you use?
• What sales management implications would the new “Defining Entity” face in getting the sales job done? Externally? Internally? For each opportunity defined in question 1 above, there may be differences in organization, recruitment, training, compensation, evaluation, and control.

As you think about the three major issues above, be aware that:
• Sales management decisions are driven by company strategy.
• Chosen opportunities drive the sales approach or customer interface strategy, which in turn, defines the sales management program.
• The sales management program is multi-dimensional and must be tightly integrated to get the sales job done.

Your analysis must be presented in a professional manner. It must properly cite sources using the APA format. The paper itself must be typed, double spaced, with one inch margins. Eleven or twelve point type is preferred. The evaluation will consider content organization, clarity of writing, vocabulary use, and proper grammar.

There are faxes for this order.

Essay Instructions: i want the writer usernumber: INFOCEO to do my paper, and i dont want too many quotes, thanx.

Q:
the sales management divides into three parts.
1. Formulation of a sales program
2. Implementation of the sales program
3. Evaluation and control of the sales program
Using this type of approach requires that sales managers have both selling skills and management skills
Yet some people see the role of the sales manager, especially in B2B sales, as simply to get as much sold as possible.
"B2B selling is the easiest job around. B2B buyers need to buy the prduct and B2B sellers need to sell it. It's just a matter of putting the two together."
Is sales management more of a sales job or a management job? is the quote above a fair assesment of B2B selling? What obstacles do B2B sellers encounter? How has the advent of the internet and other technology complicated the relationship between B2B buyers and sellers? What changes do you anticipate in B2B selling over the next 10 years?

Essay Instructions: o Sales Management Strategies Paper

Using the the Internet, or other resources, prepare a 700-1,050 word paper in which address the following:

? Describe at least three sales management strategies currently used in organizations.

? Identify the advantages and disadvantages of each strategy.

? Provide examples of situations in which each strategy could best be used.

Essay Instructions: Submit the Annotated Bibliography for the term project outlined below. The Bibliography should take the form of an alphabetically-organized list of accurately cited sources, with an additional description of that source, in the form of three to five sentences. The description should include the type of source (journal article, book, internet resources), the basic content and/or themes present, and its relevance to your research topic.


Term Project description:
The importance of personal selling and sales management may be viewed from the perspective of our total economy, organizations, or sales personnel. To manage a sales force effectively in the coming decades, sales executives must establish expertise in the area of Sales Force Diversity.

Prepare a 9-10 page research paper in which you explore and discuss in detail the challenges to Sales Force Diversity in the 21st century.

Be sure to demonstrate a firm understanding of sales management including the personal selling process, sales force organizations and operations, strategic planning, and sales analysis.

The paper must present your findings in a professional manner. It will include a title page, table of contents, an abstract, and an annotated bibliography. In addition to these, the contents of the paper should be 8-10 pages in length. It must properly cite sources using APA format.