1. It is sometimes said that salespeople should be familiar with their customers’ marketing plans (e.g., understanding the customers’ competitors and customers). Of what use would this information be to the salesperson?
2. Considering the different tasks a salesperson must perform how is the job different for an automobile salesperson and a representative selling a computer system?
3. What products or services would be most appropriate for implementing the three different approaches to determining sales force size described in this chapter? Be specific.
4. Besides the criteria for assigning salespeople to territories described in the book, what other factors should be taken into account?
5. How should the increased use of technology in the salesperson’s job affect companies’ recruiting and hiring practices? What are the benefits of having a sales force that is sophisticated in its use of technology?
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