Sale management ( Discussion B)

Discussion B: Salesperson Performance: Behavior, Role Perceptions

Welcome to the first discussion. In this course you will be introduced to a topic in the discussion. The first week of the module you will write about your initial thoughts after reviewing the resources. The initial post should be at least 300 words.

During the following week you will reply to at least two of your classmates. The replies should be at least 100 words. See the discussion rubric for more details on grading.

Discussions should always be completed prior to “class.” If you are in an online class or an on ground course this is prior to the lesson portion of the week. Are you ready to begin?

1. Review the following:

Read Chapter 6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

2. Initial Post (300 words)

Although many different kinds of tests exist, their ability to predict sales performance has been weak. How do you account for this?

Solution Preview

Sales Management Discussion
Research evidence suggests that sales forecasting is a challenging area of management. This is due to the difficulties associated with predicting customers’ behaviors and competitors’ operational patterns.

(335 words)