CHAPTER 16
PLANNING, STAFFING, AND TRAINING SUCCESSFUL SALESPEOPLE
COMMENTS ON CHAPTER 16 SALES APPLICATION QUESTIONS
2. Organizational design is the determination of job tasks to be carried out by employees and groups
within the firm.
point in time.
3. The firm’s marketing plans influence sales forecasts, which influence the sales force budget.
4. Staffing is composed of manpower planning and employment planning.
sales jobs.
5. Applicants should be prepared. They should anticipate interview questions, prepare for them, and
COMMENTS ON CASE
Case 16-1: The Wilson Company: Is a Sales Manager’s Job Really For Me?
All students want to move into management, yet, they really only think of the positive aspects
Questions for Discussion:
1. Compare Joy’s present job to what you think her previous job as a salesperson might have been.
How are they similar? How are they different?
2. What managerial skills are depicted in the case? Which skill is most important for Joy to
possess? Why?
3. Why do you think Joy may be disenchanted with her present job?
CHAPTER 16: “Customers Complain of Poor Service”
What is the most ethical action to take?
A. Tell your regional sales person that although you cannot document
any change yet, you know there has been some improvement.
Recommend that he be put on probation for the next 60 days instead
of being terminated at this point.
B. Tell your regional sales person your opinion (that you cannot
document any change and that you don’t know why he was ever
hired). Let him make the decision. You don’t want to have to
terminate somebody on your own recommendation.
C. Tell your regional sales manager that you really do not see any
improvement. You are sure that the company can .nd a better sales
person that you will get along with and you do not want your
reputation connected in any way with his.
