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GB533: Salesforce Management

Unit 1 Assignment

Building an effective sales force begins with the selection process. The selection of a sales manager is a crucial decision for any organization and the case study for this unit will assess your understanding of the selection process. This case illustrates the major differences between the makeup of a top producing salesperson and an effective sales manager. While an outstanding sales representative may make a good sales manager, it seldom occurs at the national level where the manager spends little time in the field. In this case, you will need to decide if a top candidate can make the adjustment from sales representative to sales manager. Good luck making the selection decision!

Case Analysis

Case 1-3: “The Cornell Company: Selection of a Sales Manager”

Overview

During each week, you will be required to review a case in the textbook applicable to the learning concepts applied during the unit. The case studies that have been selected are varied and comprise almost 30% of your total grade.

Grading

The cases will be graded on the format information presented:

• 20%: Statement of the problem and summary of facts
• 30%: Analysis
• 20%: Recommendations and rationale
• 10%: Conclusions
• 20%: Answers to any significant questions incorporated within the study, writing quality, and flow including grammar, structure, APA formatting, clarity of expression, and outcome logic along with persuasiveness

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