Devry MKTG 420 All Week Discussions Latest



Devry MKTG 420 All Week Discussions Latest

Devry MKTG 420 Week 1 Discussions Latest

Discussion 1

What are the most important qualities that your company or department should look for in an area sales manager?

Discussion 2

Refer to the Developing Your Competencies heading starting on page 55 in the text. Refer to #5Self-Management (p. 57). Read the scenario about the H.R. Chally Group. For additional information,”>

Assess yourself on the four self-management dimensions (closing, consultative, relationship, and display dimensions) described in the scenario. How do you rate on these dimensions?

Devry MKTG 420 Week 2 Discussions Latest


Review Earning Buyer Trust above and read about the five trust-earning components identified in research on trust.

Rank the relative importance of these five components based on your experience. Explain your rationale for your selection and ranking.


Read the Shield Financial “Lead Generation” Case on page 109 at the end of the chapter in the text.What is your opinion of Doug’s approach to create a standard plan? How might some of the leads react if they are not contacted by Shield?

Devry MKTG 420 Week 3 Discussions Latest


A key to building a strong customer relationship is to demonstrate relating skills with the customer. What are two (2) of these skills? Describe at least 1 way that a sales representative can demonstrate these skills in a customer relationship?


According to the text, business-to-business telemarketing is experiencing significant growth. What are two (2) of the reasons for this accelerated growth?

Devry MKTG 420 Week 4 Discussions Latest


The recruitment and selection of salespeople are certainly among the most challenging and important responsibilities of sales management. How can sales managers use the recruiting process to ensure that the salespeople that are hired are good team players?

The first and most important step in designing a sales training program is the assessment of training needs, which provides the starting point for setting training goals and designing the program. Describe 1 form or wayof assessing sales training needs.

Devry MKTG 420 Week 5 Discussion Latest

How has the Internet affected your own buying behaviors?

Motivation (graded)

Read the scenario below and then respond to Dr. H and classmate posts below.

Nick Pirrone, VP of sales and marketing for Steeltime, Inc. recently invested over $250,000 in a customer relationship management (CRM) system. He has a problem, however. His 10 salespeople either do not know how to use the system or simply do not want to use it.

The CRM system was to be used to move prospects through Steeltime’s sales cycle more efficiently and to improve the level of customer satisfaction. When the system was introduced seven months ago, the sales and marketing staff embarked on extensive training to learn the system. Thus, Pirrone feels that his salespeople have the knowledge to use the system, but that they are simply ignoring his wishes and choosing not to do so.

From the details noted above, how can Pirrone convince his salespeople that the CRM system can actually benefit them? How can he motivate them to start using the system?

Devry MKTG 420 Week 6 Discussion Latest

Ethical Dilemma 1 (graded)

Read the scenario below and then respond to Dr. H and classmate posts below.

You recently received a promotion to district sales manager. You are eager to show your leadership ability and ready to implement a strategy to make your company successful. Your boss has come to you to explain a new selling strategy that he would like to see you implement. It involves having your salespeople be a little more aggressive with their customers. Essentially, he would like them to oversell their customers.

For instance, a salesperson should attempt to convince a customer that he needs an $8,000 copier, even if a $4,000 copier would satisfy his needs. Your boss explains that customers will still be receiving what they need. Albeit perhaps a little more, and the company will reap greater profits, resulting in larger bonuses for your salespeople.

What would you do and why? What are the advantages and disadvantages of such a strategy? Is this good for long-term growth?
What would you do and why? What are the advantages and disadvantages of such a s…

Read the Shield Financial: Overheard Trade Secrets on page 276 in the text. What are the ethical issues involved in this case? What are the possible actions Bloom could take?

Devry MKTG 420 Week 7 Discussions Latest


What challenges do sales managers face when using team-based compensation?


Read the Shield Financial “Missed Quota” case on page 345 in the text.a) Should Bloom keep investing his time in helping MacAllister to improve? Should he let MacAllister try to prove himself on his own? Is there a better approach, and if so, what do you recommend?


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Devry MKTG 420 All Week Discussions Latest

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Devry MKTG 420 All Week Discussions Latest





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