Ch 13 Mini Sim on Sales Management

This pie chart reflects the average percentages of time salespeople spend on various activities. Click on each activity and drag it to the corresponding percentage of time segmented in the pie chart. Source: "2014 Sales Performance Optimization Study," CSO Insights, www.csoinsights.com.

-Travel/training takes about 10% of a salesperson's time. (YELLOW) -Meetings/administrative takes about 13.9% of a salesperson's time. (DARK BLUE) -Post-sales tasks Post-sales tasks takes about 17.1% of a salesperson's time. Researching accounts/pursuing leads (ORANGE) -A salesperson spends about 21.7% of his/her time on researching accounts/pursuing leads. Active selling (face-to-face or phone) (GREY) -A salesperson spends about 37.1% of his/her time on active selling (face-to-face or phone). (OTHER BLUE, BIG)

Your annual goal for the sales team is to achieve $42 million in sales of Curtis anodizing equipment. A single salesperson can typically be expected to achieve $8 million in annual sales. How many people will you need in your sales force? Select an option from the choices below and click Submit.

7 salespeople. You need flexibility in case not all salespeople perform at full capacity.

As National Sales Manager, your task is to develop a sales team to sell a Curtis product line. Choose the product line that your sales team will sell. After making this selection, you will assemble a sales team that is suited to this product. Select an option from the choices below and click Submit.

A line of industrial anodizing equipment for sealing and coloring titanium, sold in different configurations to about 50 different manufacturing companies.

Now you need to decide how to distribute your sales force. Do your salespeople stay at the Curtis home office, or call on customers in the field? Select an option from the choices below and click Submit.

Assign all of your salespeople to calling on customers in the field.

The Chief Executive Officer stops in your office. She says "Our goal for the upcoming year is to increase our current account profitability by 15 percent." Which compensation plan should you use for your sales force? Select an option from the choices below and click Submit.

Large base salary with additional incentives for current account sales or satisfaction.

Now it's time to think about how your salespeople should actually sell the Curtis product. What sales strategies will you rely on? Select an option from the choices below and click Submit.

Neither cold calling nor web strategies. Rely on face-to-face meetings to build business relationships.

Your Chief Marketing Officer gives you some background information to help you put together your sales team: "Curtis's anodizing equipment is sold in different configurations to make different kinds of goods: electronic devices, automotive components, and consumer products. Each configuration requires extensive technical training for the sales force and support from other departments at Curtis." Your next decision is to decide the sales force structure. What sales force structure will you use to sell Curtis anodizing equipment? Select an option from the choices below and click Submit.

Product sales force structure. Each salesperson sells a different product or service.