Sales Management

Course Textbook

Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., Jr., & Williams, M. R. (2015). Sales management: Analysis and decision making (9th ed.). New York, NY: Routledge.

Question 1

What role does personal selling play in integrated marketing communications?

Your response should consist of at least 75 words

Question 2

Determine when a sales manager would use a strategic account organization structure? When would it not be appropriate?

Your response should consist of at least 75 words

Question 3

What are important elements of the design of sales territories? What can be the impact of a poorly designed territory?

Your response should consist of at least 75 words.

Question 4

Explain the importance of sales territories from the standpoint of the sales organization.

Your response should consist of at least 75 words.