Group PresentationsIn generalJump to topics - Presentations should be rehearsed and timed.- You should conduct yourselves as if you are part of a training firm. You have been asked to do an example presentation to demonstrate how good your training firm is. A decision will be made by the audience about whether to hire your firm for a long term training contract. The success of your firm depends on getting this training contract. - Each person should be introduced by the person before, telling what they are going to talk about and what they have done to become an expert on the subject. - You should include a page of references to your sources in the copies for class: - but not talk about the sources - only the content. - You should have overheads and an outline to hand out for class to use as a basis for notes. The outline should include the topic and the names of all the group members. I suggest that you use PowerPoint to prepare your presentation. Use outline mode to make handouts.
If you intend to NOT use powerpoint, you - You should email your power point or other presentation material to me and I will post it to the class web page. - As part of your presentation, you will prepare 10 multiple choice questions that represent the things that you think are the most important aspects of what you have presented. These should be emailed to me and will be posted as well. I have sales management text books that I can loan to you to get you started. The best library resource is the periodical "Sales and Marketing Management." Other likely sources of material are Inc. Magazine (online) and Fast Company also online. The ABI/Inform Global database has a wealth of current articles on all the topics. If you are having trouble finding them, change your search terms. If you still have trouble, see Hazel Cameron, business librarian. Grading Criteria
Topics for when there are seven groups -- (usually)
Note that Feed Your Eagles has material relevant to all presentations that should be included as part of your presentation!!!These are general outlines for the presentations. Creativity and presentation of related things that you find are encouraged.Also note that I will do a generic overview of sales management on the same day that the first group presents. It will be sweepingly broad and should provide a context for the presentations that follow. The basic outline of what I will present is here at voyager.cbe.wwu.edu/courses/482/ppt/smanage.ppt
Group 1 Presentation → Types of sales organizations Include a historical perspective on how sales organizations have evolved over the last 50-100 years. Find and give examples of companies using each of the different organizational models. Include the pros and cons of organizing the salesforce in different ways.
Group 2 Presentation → Account Management
How should time and effort be allocated to various accounts? What are territories and how are they set up? What are useful tools for time and territory management? Group 3 Presentation → Recruiting sales people Why do you need to recruit? How do companies recruit salespeople? How should they recruit salespeople? What are the pros and cons of each method? What are the legal considerations? This should be about recruiting for selling, not just recruiting in general. What's different? What's the same? Group 4 Presentation→ Sales forecasting Methods and considerations-- What are the primary considerations for forecasting sales. What methods are available and what are the pros and cons of each? What are sales forecasts used for? Group 5 Presentation→ Content Theories of Motivation What is motivation? How can the motivational theories of Maslow, Hertzberg, Alderfer, and McClelland be applied to Sales Force Management? How are these theories similar and how are they different? Are there times when one is better than the other? What are the sales management implications of the various theories? Where does money fit in?
Group 6 Presentation→ Process Theories of
Motivation Where do chips fit in? What are they? What are the sales management implications of the various theories? Is one better than the others? Where does money fit in?
Group 7 Presentation→ Compensation and
Evaluation salesforce compensation? What are quotas? How are quotas set? How should they be set? How should sales people be evaluated? How does choice of compensation and evaluation method affect motivation? |