Discussion Post
Consider the three basic relationship types described in the chapter: market exchanges (transactional), functional relationships, and strategic partnerships.
a) Define each, then give an example of a different sales organization that you believe does a good job with that particular relationship type.
b) What evidence do you have that each is successful?
Read: "Leadership Challenge: A Quota By Any Other Name" on page 186, then answer the following:
a) What are the advantages and disadvantages of a sales volume-based quota system?
b) What are the advantages and disadvantages of an activity-based quota system?
c) What quota system would you recommend Ralph present to the CEO and why?
d) What challenges would Ralph face in implementing your recommendation?
The response should include a reference list. Double-space, using Times New Roman 12 pnt font, one-inch margins, and APA style of writing and citations.