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.
