Honda introduced an SUV called Element, a name that suggests freedom and comfort in any environment. Invent a brand name for a line of luxury sports cars that also would appeal to an international market. Suggest a name that implies quality, luxury, and value.?
. Briefly describe an experience you have had with a sales- person at a clothing store or an automobile dealership. Describe the steps the salesperson used. Did the sales- person skip any steps? What did the salesperson do well? Not so well? Would you describe the salesperson as an order getter, an order taker, or a support salesperson? Why? Did the salesperson perform more than one of these functions?
Leap Athletic Shoe Inc., a newly formed company, is in the
process of developing a sales strategy. Market researchers have determined that sales management should segment the market into five regional territories. The sales potential
for the North region is $1.2 million; for the West region, $1 million; for the Central region, $1.3 million; for the South Central region, $1.1 million; and for the Southeast region, $1 million. The firm wishes to maintain some control over the training and sales processes because of the unique features of its new product line, but Leap marketers realize that the salespeople need to be fairly aggressive in their efforts to break into these markets. They would like to provide the incentive needed for the extra selling effort. What type of sales force compensa- tion method would you recommend to Leap? Why?
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