Assignment: Sales Force Management
Sales Plan Territory Design and Sales Forecasting
The following Course Outcomes are assessed in this Assignment:
1: Communicate the impact of mathematical results in a discipline specific situation.
2: Evaluate sales management and leadership practices.
This week you will continue working on phase four of the Final Project. Use the template provided. Last week, you defined the company's organizational structure; you included an organizational chart and determined whether the organization was structured by product, geography, or customer. You also discussed whether the company used their own sales force or if they outsource the sales force through the use of agents.
You will now determine the size of the sales force, identify sales territories, and determine the most appropriate sales forecasting method. Evaluate the organization's territory design. Is the company using the most optimal territory design? Consider the advantages and disadvantages of the primary sales forecasting methods. What might be the consequences if forecasts are not met? Be sure to review concepts covered in Chapter 2 of Cron and DeCarlo (2009) for guidance.
Format your assignment according to the following formatting requirements:
1. The answer should be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides.
2. The response also includes a cover page containing the title of the assignment, the student's name, the course title, and the date. The cover page is not included in the required page length.
3. Also include a reference page. The Citations and references should follow APA format. The reference page is not included in the required page length.