Personal selling and performance metrics

Personal selling

 PART1

Mark C. Johlke (2006), “Sales Presentation Skills and Salesperson Job Performance,” Journal of Business & Industrial Marketing, Vol. 21, Issue 5; pp. 311-319.

Attached Files:

• Type a two-page article summary for the Johlke article.
• Use one-inch margins on all sides.
• In your summary, address all important topics and points in your own words.
• Read the following to help in your article summary. (https://owlcation.com/academia/How-to-Write-aSummary).

View file: personal selling article

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PART 2

1

Watch Evan Carmichael’s YouTube video “The 5 Most Important Business Skills Every Entrepreneur Must Have”, then answer question 1 below. (https://www.youtube.com/watch?v=69ULtcwTLaY)

According to Mr. Carmichael, what are the five most important business skills that every entrepreneur must have. Provide a brief description for each of these five skills based on interviews with successful entrepreneurs such as Les Brown, Damon Dash, Steve Jobs, Kevin O’Leary, and others in the video.
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4

Read the Dwyer, Hill, and Martin (2000) article in the Journal of Personal Selling and Sales Management, which can be found in Learning Module 6 (Week Six – The Personal Selling Process: Prospecting) on Blackboard for this course, then answer the following questions. Please note that the learning modules for this course can be found on the (15 points total)

List AND describe in sequential order the seven steps of the personal selling process in the space below as mentioned on page 153 of the Dwyer, Hill, and Martin (2000) article. In answering question 4, YOU MUST ALSO apply the seven-step personal selling process to a real-life product or service

View file:  week 6

5

List and describe ten differences between business-to-business (B2B) marketing and business-to-consumer (B2C) marketing in the space below. Thoroughly review the course materials in Learning Module 2 (Week Two – Consumer Markets vs. Business Markets) on Blackboard for this course before answering question 5. (20 points total)
https://www.linkedin.com/pulse/10-fundamental-differences-between-consumer-business-ron-brauner

6

Review the course materials in Learning Module 4 (Week Four – Compensation Methods) on Blackboard before answering all parts of question 6 in the appropriate spaces below. (15 points total)

http://www.youtube.com/watch?v=eMK2x-pNt0M

https://worldatwork.org/journal/articles/compensating-the-salesforce-balancing-to-win

http://www.youtube.com/watch?v=Q2ReMEhXZXo

view file: week 4

a.            What is the most common form of compensation to motivate and reward salespeople? (2 point)

b.            In what ways do businesses typically pay salespeople? (Hint: Read “Compensating the
Salesforce: Balancing to Win” article by Anukriti Kumar in Learning Module Four; 3 points)

1. List and describe the five components AND objectives for each component of a financial
   compensation plan in selling. (10 points total)

7

Read of the articles and view the YouTube educational videos in Learning Module 3 (Week Three –

Salesperson Personality and Motivation) on Blackboard to answer question 7 in the space provided below. (10 points total)

List AND describe five traits that are critical for top salespeople to possess. You must list AND describe the five traits that you choose based on your article readings and viewing of YouTube videos assigned in Learning Module 3 of this course.
https://hbr.org/2011/06/the-seven-personality-traits-o

https://www.business.com/articles/what-makes-a-successful-sales-personality/

http://www.youtube.com/watch?v=xaGu71jkRsc

http://www.youtube.com/watch?v=1vmG-7qHSJY

https://www.myersbriggs.org/my-mbti-personality-type/mbti-basics/

8

Read the Itani, Goad & Jaramillo (2019) article in Learning Module 5 (Week Five –Communication) on Blackboard for this course, then answer all parts of question 8 below. (15 points total)

View file: week 5

1. Define the following concepts: listening; customer orientation; adaptive selling; relational performance; and sales performance.
   1. Listening: (1 point)
   2. Customer Orientation: (1 point)

• Adaptive Selling: (1 point)

1. Relational Performance: (1 point)

Sales Performance: (1 point)

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Performance Metrics

Step 1:  Visit:  https://www.bernardmarr.com/default.asp?contentID=1790

Step 2:  Review the article “What Is The Relationship Between KPIs And Big Data?”

Step 3:  Using at least three (3) terms from our current module, discuss the relevancy between KPIs and Big Data. Minimum 2 pages.

Current module : Price/Earnings Ratio, Net Promoter Score, Customer Retention Rate, Customer Satisfaction Index, Customer Complaints, Six Sigma Level, Customer Profitability Score, Page Views