The importance of personal selling and sales management may be viewed from the perspective of our total economy, organizations, or sales personnel. To manage a sales force effectively in the coming decades, sales executives must establish expertise in the following areas.
1.Customer Relations Management (CRM)
2.Sales Force Diversity
3.Complex Channels of Distribution
4.An International Perspective
5.Ethical Behavior and Social Responsibility
6.Selling by Executives
Select one of the topics above and prepare an 8-10 page research paper in which you explore and discuss in detail one of these sales management challenges of the 21st century. You may select a topic of your own, which must be approved by your instructor.
The paper is to be accompanied by an annotated bibliography. As you work on this project, there are sources of information which you may find useful. Suggested sources include: Sales and Marketing Management, Journal of Personal Selling and Sales Management, The Wall Street Journal, Training Magazine, Business Week, Fortune, Forbes, Journal of Marketing, and Journal of Business Research.
How Your Paper Will Be Evaluated
Through this term project, you will be able to demonstrate a firm understanding of sales management including the personal selling process, sales force organizations and operations, strategic planning, and sales analysis.
Your paper must present your findings in a professional manner. It will include a title page, table of contents, an abstract, and an annotated bibliography. In addition to these, the contents of the paper should be 8-10 pages in length. It must properly cite sources using the APA format.
