Description
Read “Leadership Challenge: That Sale Was Expensive, I Think” on pages 401-402 and answer the following questions:
You are Barry Jefferson. What do you believe would be important to discuss in a meeting with Grace Hart about the sales costs at Digital Dimension?
What information would you need to know to estimate the cost of making a sales call at the company?
If you were Grace Hart, what questions would you ask Barry Jefferson about implementing a cost analysis
Evaluating performance is more than just deciphering numbers
- Explain the difference between performance and effectiveness.
- Identify objective measures of salesperson performance, both output and input.
Visit three different types of business (such as a grocery store, a hardware store, and an electronics store), and pick out one product from each business.
- If you were that store’s buyer, what major objections or questions would you ask a product salesperson if you were asked to buy a large quantity and promote it?
- Now, as that salesperson, how would you overcome those objections?
