In strategic management, managers are urged to achieve as much market, cost, technology, and management synergy as possible when making strategically important decisions. This process will completely affect the “bottom line”. * Market synergy occurs when one product or service fortifies the sales of one or more others. *Cost synergy comes from using the same overhead costs to produce multiple products or from recycling waste products to create another revenue-producing area. *Technological synergy involves transferring technology from one application to another, thus opening up new markets. *Management synergy occurs when a management team has complementary rather than identical skills. Choose an organization of your choice. In your discussion, explain how each of the four areas of concern above will impact the bottom line of your chosen organization. Please give the name of the organization you choose and if needed use references and sources to support your statements.

Course Textbook

Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York:

McGraw-Hill/Irwin.

Part 1

Question 1

Which of the following is not one of the eight steps of the sales process?

4 points

Question 2

When it rains in New York City, street vendors selling umbrellas suddenly appear out of nowhere. Which macroenvironmental force does this best represent?

4 points

Question 3

Which of the following is true?

4 points

Question 4

Sales should work closely with production because:

4 points

Question 5

The fact that a person is an outstanding sales representative does not necessarily mean that he or she would make a good sales manager because:

4 points

Question 6

Value added components are:

4 points

Question 7

When practicing relationship marketing, a selling firm typically:

4 points

Question 8

According to a recent survey, about ______ of all organizations have already deployed, or are in the process of implementing, a customer relationship management (CRM) program.

4 points

Question 9

Sales jobs differ from other jobs because salespeople:

4 points

Question 10

Which of the following statements is wrong?

4 points

Question 11

Read Case 2-1 on page 61 of the text. What are the pros and cons of Mr. Evans’s e-commerce strategy? What is the best argument that Ms. Miko can make to keep her sales force intact? In your opinion, should Cardinal Connectors Inc. eliminate its sales force? Explain.

Your response should be at least 200 words in length. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

Question 12

Assume your company, which sells paper products, has 60 percent of the business at your largest account. What factors would make it relatively easy for you to get a larger share of that customer’s business, and what factors would make it harder?

Your response should be at least 200 words in length. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

Part 2

Question 1

Sales force selection is most closely related to the ________ stage of the management process.

4 points

Question 2

Which statement summarizes the general theory underlying the use of personal history analysis in sales force selection?

4 points

Question 3

The job description for a certain sales job is not likely to be used for:

4 points

Question 4

With regard to the roles of the buying center, a purchasing agent is almost always the ____________.

4 points

Question 5

The Civil Rights legislation affecting sales forces is least likely to apply to:

4 points

Question 6

A line and staff sales organization will most likely be used when:

4 points

Question 7

Some companies set up a separate division to deal with their strategic accounts. An advantage of this organizational arrangement is that:

4 points

Question 8

An improvement in the sales representative’s selection process should lead to:

4 points

Question 9

Ethical considerations are most likely to arise when our recruiting source for salespeople is:

4 points

Question 10

Which of the following is the greatest limitation of a geographical territory type of sales organization?

4 points

Question 11

A manufacturer of small aircraft, designed for executive transportation of large companies, has decided to implement the concept of a selling center. Which people in this company should be on the selling teams? What problems is this firm likely to encounter when it uses team selling? (Hint: Use an Internet search to learn more about these types of firms.)

Your response should be at least 200 words in length. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

Question 12

One manufacturer of dictating machines recruits only experienced people and does not recruit among graduating college students. A competitor recruits extensively among colleges in its search for salespeople. How do you account for the difference in sources used by firms selling essentially the same products? Explain your analysis in detail.

Your response should be at least 200 words in length. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

Question 13

Visit one or more of the following Web sites, or a specific company site, to find a sales position in which you think you might be interested. Name the company and describe the job and the application procedure. Describe what appeals to you about the position you have picked. (a) Jobtrack ( www.jobtrack.com ) (b) Monster.com ( www.monster.com ) (c) Yahoo! ( www.yahoo.com/business/employment ) (d) Sales and Marketing Executives ( www.smei.org )

Your response should be at least 200 words in length. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

You have been asked to develop UML diagrams to graphically depict and describe the architecture of two (2) unrelated software systems. The first system is for an automated ticket-issuing system used by passengers at a railway station. The second system is for a computer-controlled video conferencing system, located in a corporate office and accessible to senior management that allows video, audio, and computer data to be visible to several participants at the same time.

Write a three to five (3-5) page paper in which you:

1. Create two (2) UML diagrams, one (1) showing a conceptual view and one (1) showing a process view of the architectures for each of the two (2) following systems (for a total of four [4] diagrams) through the use of Microsoft Visio or its open source alternative, Dia. Note: The graphically depicted solution is not included in the required page length.
1. An automated ticket-issuing system used by passengers at a railway station.
2. A computer-controlled, video-conferencing system that allows video, audio, and computer data to be visible to several participants at the same time. 
2. Describe how you created the conceptual and process view for all four (4) diagrams. In the description, be sure to provide a justification for each key decision in the design.
3. Explain how you arrived at your final solution for the four (4) conceptual and process view diagrams that you have created.

Your assignment must follow these formatting requirements:

• Be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides; citations and references must follow APA or school-specific format. Check with your professor for any additional instructions.
• Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required assignment page length.
• Include charts or diagrams created in Visio or an equivalent such as Dia. The completed diagrams / charts must be imported into the Word document before the paper is submitted.

In this course, the SLP assignments for each Module will involve a couple of approaches. Some will entail description and assessment of your own experiences with different kinds of software. We’ll begin this module with a fairly simple exercise to get you familiar with the idea of assessing and learning about software. Other project assignments will call for you to visit and review websites and other professional resources.

You undoubtedly use many different kinds of software, some of them widely used (for example, Microsoft Word), some probably much less common, some of them perhaps proprietary to your company or even classified. Some of them you’re going to be very familiar with; others, particularly those you don’t use very often, may be more confusing and less easy to apply. The odds are, however, that you probably don’t know much about it aside from how to do the things you do frequently.

SLP Assignment Expectations

For this exercise, please select one software package that you use fairly frequently, and feel reasonably comfortable with. Be sure it not classified, so that you can write freely about it.

Then please prepare a paper addressing these topics.

SLP Grading and Expectations

Your paper will be evaluated on the following criteria:

• Complete the SLP assignment. Length of 2-3 pages (since a page is about 300 words, this is approximately 600-900 words)