BM410 Sales Management and Practices Assignment 4 and 8

Anonymous
timer Asked: Jan 2nd, 2019
account_balance_wallet $30

Question description

I have two assignments.

Please see attachments for further details.

Assignment 4

Part A: You were recently promoted to a sales manager position for ABC Company, which offers customized software for physicians, dentists, and veterinarians. Unfortunately, you’re now the sales manager for one of your company’s least productive regions. After several weeks on the job, you become concerned about the high rate of turnover. Three salespeople have resigned within the last two months. Replacements are needed and there’s little time to hire, train, and deploy them in the field.

Realizing that the right people for these positions could come from a variety of places, you decide to investigate the strengths and weaknesses of hiring from within the organization, through referrals, and by using advertising methods. What are your opinions on the following?

  • What are two (2) advantages and two (2) disadvantages of hiring internal candidates for sales positions?
  • What are two (2) benefits of hiring people referred to the company by friends or relatives?
  • Discuss one (1) difference between the kinds of applicants that will come in from a newspaper ad versus postings on online job boards. Does this difference indicate anything about future job performance?

Part B: Once your selection has been made, you move to the next step – training. Please respond to the following:

  • How is sales training related to recruiting and selecting salespeople?
  • How can sales training contribute to salesforce socialization?

  • What four (4) methods are used for delivering sales training?


Assignment 8

Part A: Fully describe three (3) measures for assessing the effectiveness of a salesforce as a whole. Explain why they’re important, what they determine, and how sales managers apply these criteria to sales force performance evaluations.

Part B: Discuss ten (10) different purposes of an evaluation of salesperson performance and how each purpose affects the performance evaluation process.

ASSIGNMENT 04 BM410 Sales Management and Practices Directions: Answer in complete sentences, and be sure to use correct English, spelling and grammar. Sources must be cited in APA format. Your response should be four (4) double-spaced pages; refer to the "Assignment Format" page located on the Course Home page for specific format requirements. Part A: You were recently promoted to a sales manager position for ABC Company, which offers customized software for physicians, dentists, and veterinarians. Unfortunately, you’re now the sales manager for one of your company’s least productive regions. After several weeks on the job, you become concerned about the high rate of turnover. Three salespeople have resigned within the last two months. Replacements are needed and there’s little time to hire, train, and deploy them in the field. Realizing that the right people for these positions could come from a variety of places, you decide to investigate the strengths and weaknesses of hiring from within the organization, through referrals, and by using advertising methods. What are your opinions on the following? 1. What are two (2) advantages and two (2) disadvantages of hiring internal candidates for sales positions? 2. What are two (2) benefits of hiring people referred to the company by friends or relatives? 3. Discuss one (1) difference between the kinds of applicants that will come in from a newspaper ad versus postings on online job boards. Does this difference indicate anything about future job performance? Part B: Once your selection has been made, you move to the next step – training. Please respond to the following: 1. How is sales training related to recruiting and selecting salespeople? 2. How can sales training contribute to salesforce socialization? 3. What four (4) methods are used for delivering sales training?
ASSIGNMENT 08 BM410 Sales Management and Practices Directions: Answer in complete sentences, and be sure to use correct English, spelling and grammar. Sources must be cited in APA format. Your response should be four (4) double-spaced pages; refer to the "Assignment Format" page located on the Course Home page for specific format requirements. Part A: Fully describe three (3) measures for assessing the effectiveness of a salesforce as a whole. Explain why they’re important, what they determine, and how sales managers apply these criteria to sales force performance evaluations. Part B: Discuss ten (10) different purposes of an evaluation of salesperson performance and how each purpose affects the performance evaluation process.

Tutor Answer

NicholasI
School: Purdue University

Hi, kindly find attached

Running Head: SALES MANAGEMENT AND PRACTICES

Sales Management and Practices
Student’s Name
Institution
Date

SALES MANAGEMENT AND PRACTISES

2

Part A
Internal hiring of candidates is efficient because the hires already know company policies
and culture. But despite the advantages of internal hiring, too much reliance on lateral job moves
and promotions might have negative consequences to the business. Most notably, internal
recruitment of candidates reduces the time taken to hire. Usually, external recruitment by job
posting or sourcing requires evaluation and persuasion which takes time.
Furthermore, internal recruitment considers candidates who are already part of the
company, as such, less time is required to find and engage candidates. In assessment, internal
hiring takes less time because candidates are already pre-screened for culture fit, track record is
accessible, and full interviews might not be necessary. Such factors minimize the time spent on
each recruitment stage and overall recruitment time.
Furthermore, internal recruitment of candidates shortens the onboarding time. Naturally,
employees need time to adjust to new positions, but internal recruits are quicker than external
candidates. Internal hires already know how the company operates including the various
practices and policies. Also, they are already familiar with their new teams and understand the
content and context of the new job roles. Considering the various benefits of internal hiring, it is
safe to conclude that it costs less because there is no need for paying for advertisements, resume
databases, and background checks. It also promotes better employee engagement.
Despite the advantages of internal hiring, it is important to keep in mind some few things.
First, internal hiring can create resentment in the workforce among managers and employees.
Employees previously considered for the role may feel resentful if external candidates or

SALES MANAGEMENT AND PRACTISES

3

colleagues are hired for the job. Also, some members of the management feel uncomfortable
when they lose some team members and can hinder the recruitment process.
Furthermore, internal recruitment by promotion may leave gaps in the existing workforce
which may go a long way in disrupting business operations. Ultimately, external recruitment
might be necessary. Internal recruitment also prevents the organization from hiring people with
new skills and ideas resulting in inflexible company culture.
First, allowing employees to recommend friends and family for recruitment creates a
more engaged workforce. Employees can feel valued and trusted because they are allowed to
participate in the growth of the company which also gives them a sense of accomplishment and
pride (Styka et al., 2018). Referred employees also tend to feel more engaged because they
already know someone at the company. As such, it is easier for them to assimilate into the
company culture because they naturally have someone to guide them.
Hiring candidates referred by employees reduces the time and effort required to recruit
new employees which ultimately reduces costs. The company does not need to pay anything for
employees to refer job openings to friends and family. Since employees have a better
understanding of t...

flag Report DMCA
Review

Anonymous
10/10 would recommend. Responsive and helpful.

Similar Questions
Hot Questions
Related Tags

Brown University





1271 Tutors

California Institute of Technology




2131 Tutors

Carnegie Mellon University




982 Tutors

Columbia University





1256 Tutors

Dartmouth University





2113 Tutors

Emory University





2279 Tutors

Harvard University





599 Tutors

Massachusetts Institute of Technology



2319 Tutors

New York University





1645 Tutors

Notre Dam University





1911 Tutors

Oklahoma University





2122 Tutors

Pennsylvania State University





932 Tutors

Princeton University





1211 Tutors

Stanford University





983 Tutors

University of California





1282 Tutors

Oxford University





123 Tutors

Yale University





2325 Tutors