Sales Management

Report and Presentation

Requirement:
You are to identify, get an appointment, and meet with an experienced senior level Sales
Manager about what it means to be an effective salesman and an effective sales manager.
Discuss the differences between a good salesperson and a good sales manager, as well as other
relevant matters (territory management, incentives, information systems, etc.).
Share the insights that you learned in 5-pages (max).

Other questions that can be asked:

 Structure of the Sales department? Who are the partners/players in the value chain? What
kind of relationship do they have with each of them?
 Interaction with other departments: Marketing, Supply Chain, Finance? Conflicts/Mutual
Understanding
 What kind of Sales Promotions are used? Examples of what worked and what didn’t.
 How do they do forecasting/target setting and how are they distributed among the team
members? If targets are not achieved by a team or a member, what is the course of
action?
 Which sales KPI’s are used in their organization?
 What is the selection process for Sales team? Which qualities are taken into considered
when interviewing a candidate?
 Incentive system? Does it help achieve the targets or is it a roadblock?
 How do they motivate the sales teams? What kind of training is given and what’s the
frequency?
 Share any success stories or difficult/unique situations?
 Why did you choose this professions? What are the pros and cons?
 Market visit
 Recommendations

These are some broad questions serving as a guideline, not in any particular order. You can add
to it or even modify them.

Other Requirements:
 A brief introduction of the organization( Maximum 5-6 lines)
  Contact details of the manager – Title, Email & link to their LinkedIn profile.
 No definitions of any concept
 Don’t go above 5 pages but the report can be of less than 5 pages.
 Font size between 10-12
 Preferred Font Times New Roman or Garamond

Marks Distribution:
 Total : 20 marks
o Report : 5 marks
o Presentation : 10 marks
o Q&A : 5 marks
 Each group will have 15 mins to present and 10 minutes for Q&A- Total 25 mins each