1. The chapter mentions the theory of transaction cost analysis (TCA). What role does TCA play in the decision to use a company sales force rather than independent manufacturers' agents?
2. The chapter describes the process to follow to develop territories. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes?
3. Although many different kinds of tests exist, their ability to predict sales performance has been weak. How do you account for this?
4. A sales representative for the High Speed Technologies is faced with a demand from an important customer that is in direct conflict with company policies. The customer wants several product modifications with no change in price. What can the sales rep do to handle this conflict?
5. How do you motivate sales representatives when money is not effective? What can a sales manager do to motivate the successful salesperson?