1. Discuss the issue forcing sales organizations to reinvent themsleves in the 21st century.
2. How is sales leadership different from sales management?
3. How are B2B sales different from B2C sales?
4. Describe the six stages of the selling process.
5. What are the seven stages of the B2B buying process? Briefly describe each one.
6. What are the five stages of the consumer purchase decision process? Briefly describe each one.
7. What are the advantages of CRM?
8. Compare and contrast the four common bases for sales organizations. What are the advantages and disadvantages of each.
9. What are the three general types of sales quotas and the issues associated with each?
10. What is a market test? What are the advantages and disadvantages of this sales forecasting method?
11. What are the relationships among sales expectations, valences for performance, instrumentalities, and valences for rewards?
12. What are the four stages in a sales career? How does each stage affect motivation?