Account Management & Sales Force Design, week (1-4) All Quiz Answers with Assignments.


 Account Management & Sales Force Design

Week 1 Assignment : 



Using the material information provided in the readings and video, comment on each of the following statements:

  1. Salespeople are unnecessary because buyers today can learn all they need from the internet.
  2. Salespeople should treat everybody with respect and courtesy.
  3. A successful salesperson never accepts the word “NO” as a buyer’s final decision.
  4. A good salesperson can sell absolutely anything to anybody.
  5. As long as a salesperson possesses strong product knowledge, their emotional intelligence (their ability to effectively understand and regulate their emotions) is not importance in the sales process.

1. Salespeople is always required as they are the professionals to help customers irrespective of technology. Traditional salesman has been taken over with online and customer focused salesmanship. 

2. Yes,it's part of their job 

3. Yes, he has to find a way to get through the customer 

4. Yes, he can 

5. Product knowledge only will not make salesman successful he should have people skill, professional business skill, relationship skills etc

Week 2 Assignment : 



Find some time where you can be uninterrupted and feel at ease.

Step 1: Answer the following questions as honestly as you can.

  1. What personal qualities do you most want to emphasize in yourself?
  2. How can you use and display these qualities in a working environment?
  3. What are the most important values you want to express at work?

Step 2: Visualize yourself five years from now.

Imagine that you are managing and working for the organization of your dreams. Envision that everything is exactly the way you want it to be: the type of work, the industry it is in, its size and complexity, the people involved, and your own capabilities. Imagine that you are every bit as successful as you want to be. Feel it and see it.

Keep imagining yourself in the future, and be as specific as possible in your observations. Where exactly are you? Who is your client? What are you doing? Who are you interfacing with? How are you feeling? Why do you want to be exactly where you are? What is the bigger impact you are having?

4. Write a description of yourself and your surroundings five years from now. List the elements you see, feel, and hear. Be as detailed as possible.

Step 3: Sum up your vision and mission.

Write to the following questions:

5. How can you sum up your vision and mission?

6. What are the things you ultimately want to achieve?

7. Who do you want to be?

8. What do you want to do?

9. What is the impact you would like to have and how would you like to be perceived?

10. What will need to happen in order for you to feel proud of your progress as a project manager in five years’ time?

In 5 years I want to be known as a sales leader with a proven record of accomplishment in customer
obsession, someone who creates the environment described in the Forbes article referenced where customers are delighted and keep coming back for more.

I would be in the Fintech industry, and my clients would be entrepreneurs who want to bring value in the world. I see myself interacting with industry leaders and entrepreneurs that are passionate about leveraging digital technologies. Our team would strive to work with high-value partners in order to develop competitive differentiation.

My mission and vision is to be a well rounded leader, of a high performing team that is customer obsessed. I want our team to among the best in the industry. I would see myself leading a team that consistently beats set targets not only in sales, but also customer retention. A team where members are happy and excited about coming to work everyday, and where personal and professional growth opportunities are available to everyone.

I want to be perceived as someone who is always fair and balanced, and a leader who ensures that equal
opportunities are available to all team members. I will be proud if I get to achieve my goals, and succeed in helping my organization become a world-class one.

Week 3 Assignment 1: 



For the purposes of this exercise, let’s assume that you are a sales manager. You have been asked by your firm to provide a list of criteria that you find most important when promoting a salesperson to the position of district sales manager. What types of things would you include on your list and why?

I would focus on his leadership management, the commitment he has with the company, that he expresses himself clearly and correctly, that he leads by showing his example, he must be an organizational specialist and he must determine the optimal size of a sales force and how it will be structured. I chose these main reasons because they are the basis of the organization and understanding is achieved between the company's clients and their needs.

Week 3 Assignment 2: 



Take a moment to visit the following 2 websites, which focus on various selling and sales management issues:

  1. SMEI
  2. Sales and Marketing Management (SMM)

What types of services do they offer and how might these services be of use to sales managers?


They inspire sales and marketing professionals for achieving more success. They have a globally recognized association of sales and marketing professionals. These help them for more professional development. A high level of competence can be gained by setting up a global standard of professional credibility. They also have mutually rewarding peer connections. SMEI is useful because it provides sales and marketing certifications. When a manager recruits someone, having the required credentials from SMEI is more insightful. They have 3 plans for uses. These are- Starter, Most Popular and Most Value. They provide the users with Professional Development Journal. This records all the short courses, webinars and professional certifications done by a user. 


This is a sales and marketing management magazine which gets published six times a year. This is focused primarily on sales managers. It also provides trends in marketing arena. People can advertise on their magazine. The articles written here are likely to be sales management skills, setting goals and performance optimization. The magazine has expert advice from highly recognized sales trainers and consultants. There is also a free webinars tab in their online magazine. This helps sales managers to have online interaction with top leaders of the industry.

Week 4 Assignment : 



For this assignment, you will apply the buying center concept to a firm, a nonprofit organization, or a government agency you work for, or are familiar with, for the hypothetical purchase of new laptop computers for their employees.

Once you have selected the organization, complete the following:

  1. List the different roles in a buying center.
  2. Identify who, from your selected firm, nonprofit organization, or government agency, would occupy the different roles of the buying center.
  3. Discuss what each buying center member’s needs or concerns?
  4. Determine which members of the buying center should the salesperson focus on when selling to your firm and explain why?

List the different roles in a buying center.
5.Decision maker

Identify who, from your selected firm, nonprofit organization, or government agency, would occupy the different roles of the buying center.

1.IT Manager: Promoter /Decision Maker
2.Finance Manager: Gatekeeper
3.Operations Manager: Consultant
4.Company O wner: Approver
5.Employees: Users

Discuss what each buying center member’s needs or concerns?

1.IT Manager: Promoter /Decision Maker > technical
2.requirements, security, warranty
3.Finance Manager: Gatekeeper > affodiblity, maitence costs Operations Manager: Consultant > usability, compatibility Company O wner: Approver > governance , costs, infrastructure Employees: Users > usability

Determine which members of the buying center should the salesperson focus on when selling to your firm and explain why?

W e would focus on selling the person whom will be utlitmately responsible for the implementation (IT Manager) and whom is the decision maker/promoter of the solution. We would also focus on the Operations Manager as it will be their employees that they manage in the day to day that will be using our products, and could be an detractor or champion of the solution. The Finance manager / Owner need only to be
involved if the IT Manager does not hold athority in gaining approval.

I T Manager: Promoter /Decision Maker > technical requirements, security, warranty O perations Manager: Consultant > usability, compatibility

1.Finance Manager: Gatekeeper > affodiblity, maitence costs
2.Company O wner: Approver > governance , costs, infrastructure
3.Employees: Users > usability

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