Jim Blythe
9781844800230
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Web exercises
Please select a chapter:
Chapter
1 Selling and its strategic role
Visit the following website. What can you deduce about the role
of selling, judging from the jobs described here? How do these
activities fit with marketing?
http://www.cdsalesrec.co.uk/All/Candidates/vacancies_commercial.cfm
Chapter
2 Buyer behaviour
Visit the website for the Chartered Institute of Purchasing
and Supply (here is the URL): http://www.cips.org/
What can you deduce about how buyers claim to operate? What
help is this to a salesperson? How would sales managers use
this information?
each firm? Why would you need to offer different benefits?
Chapter
3 Preparing to sell
Visit these websites. What do you observe about prospecting?
How do these firms help? What problems do you see with what
they do?
http://www.equifax.co.uk/business_solutions/business_needs/prospecting.html
http://www.bsrpinc.com/offerings/offerings_assessments.htm
Chapter
4 The sales presentation
Enter “sales presentation” into your search engine.
How do you account for the number of companies offering to
improve your sales presentations? Why is there so much emphasis
on the presentation – why not more on prospecting, or
on training?
Chapter
5 Selling to major accounts
Visit the Sun Microsystems and IBM websites, and look at the
job vacancies sections. Why is there no mention of key account
management? How would you identify a sales job?
Chapter
6 Recruitment
Visit the following website. What do the jobs you see have
in common? Why are the advertisements for the posts so persuasive?
What would make you apply for one of these jobs?
http://www.saleswork.co.uk/
Chapter
7 Training
What are the differences between the training offered by the
following companies? What are the similarities? Why would
a company choose one over the other?
http://www.huthwaite.co.uk
http://www.reed.co.uk/training/searchResults.aspx?SearchType=ByStrand&browseCourses=008
Chapter
8 Motivation and remuneration
Visit the following websites. What type of need do these companies
meet? What type of salesperson would be most likely to be
motivated by these activities?
http://www.redletterdays.co.uk/corporate/corp_sales.asp
http://www.flying-days.co.uk/corporate/corporate.asp
Chapter
9 Forecasting and budgeting
Visit this website. What does this tell us about the dangers
of predicting the future? How could predictions be handled
better?
http://www.bbc.co.uk/dna/h2g2/A216433
Chapter
10 Monitoring and feedback
Here is a website for a telesales monitoring company. What
are the advantages of using a firm like this? What would be
the potential drawbacks? What other similar firms can you
find?
http://www.bpaworldwide.com/ccqm.htm
Chapter
11 Internationalization
Try entering International Sales Force into Google, first
under Search the Web, then under UK Pages Only. You should
find that the UK has about 10% of the entries, despite having
less than 1% of the world’s population. How do you account
for this apparent interest in international sales?
Chapter
12 Exhibitions and trade fairs
Visit the following websites. How do these organisations help
to ensure the success of exhibitions? To what extent do they
promote themselves, and to what extent do they help exhibitors?
What do you think their view of exhibitions is, overall?
http://www.exhibitionvenues.com/
http://www.aeo.org.uk/
http://www.beca.org.uk/
Chapter
13 Ethics, consumer protection and the law
Use the following website to find some of the latest issues
in law on sales. How would the average sales manager find
out about these regulations? What might be the effect of new
legislation on firms? How might firms seek to avoid the law?
http://www.marketinglaw.co.uk/
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