Unit I Essay
Using the Online Library, research the topic of sales management with a focus on sales manager selection and training. Specifically address the following questions:
- Why and how do you think the sales manager’s job will change as we move further into the 21st century?
- What criteria would you propose for progressive companies to use in selecting salespeople for promotion to sales manager?
- What kind of training would you provide to new sales managers? What about additional training for more experienced sales managers?
- Describe how sales managers can use the latest telecommunications technology and developments in information management to more effectively and efficiently lead and direct the sales force.
Your response must be a minimum of two pages in length, double-spaced. References should include at least one additional credible reference beyond the textbook. All sources used must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.
Unit I Case Study
For this assignment, read the case study, “J&R Company: Unethical Sales Practices,” on pages 54-55 of your textbook. Once you have read and reviewed the case scenario, respond to the following questions with thorough explanations and well-supported rationale:
- What questions might Tom have asked himself during this situation to determine whether his actions were ethical?
- Briefly describe the issues that, in your opinion, are raised in the case, and rate their importance.
- How could a company code of ethics aid Tom in his decisions?
- Recommend a course of action that Tom might have taken. Support your recommendations.
Your response must be a minimum of one page in length, double-spaced. References should include your textbook plus a minimum of one additional credible reference. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.
Unit II Problem Solving
Part 1
For this assignment you will conduct a comparative DuPont analysis of two companies. Using a search engine, find one large corporation included in the S&P 500. Then, find one of its largest competitors. Go to the investor relations portion of each corporation’s homepage and find their most recent annual report. Complete a DuPont analysis by calculating the ROE, ROA, the profit margin, total asset turnover, and equity multiplier. Also, critique the differences between the two corporations in approximately 100 words.
Part 2
Using the most recent income statements (annual) for the two corporations from Part 1 of the assignment, calculate a common size analysis. Then, discuss the differences in the two corporations in approximately 75 words. Insert your 75- word discussion just below your analysis.
Be sure to show all of your work for the calculations. Save and submit Part 1 and Part 2 together in one Word document.
Attachments:
54.pdf
55.pdf