Module/Unit 1: Assessment task

Questions:

1. Explain, why is sales career considered exciting, challenging and a

route to the top position in an organization?
Answer: For me, a sales career is very exciting given that you can meet
different kinds of people in every transaction you had each day. As a sales
person doing jobs related to sales is very exciting not just only because
you can meet people with different personalities but also the challenge of
persuading people to buy the products that you offer. Business people
who are involved are doing their best to promote the products in order to
get sales. By doing this they can have an opportunity to excel and be
promoted from their position. Because in reality some owners of the
business will acknowledge the hard work of their employee and select the
best employee who has the biggest contribution to be promoted to higher
positions that’s why this is one way of promoting their positions to become
the next executive of the business who are assigned to run the business in
the future.

2. Discuss the relationship and give concrete example(s) how sales

management (managers) and distribution (channel
partners/member) work together.

Answer: The importance of working together between the sales

management (managers) and the distribution (channel members) is that
they can make the work easy. By cooperating with each other they can
minimize the problems when it comes to operating the business. As a
manager they are in charge of running the business while the channel
members are providing the products that the business needs and
delivering it to the business depending on the demands and they can also
be the one who delivers up to consumers through the business
transactions made by the managers. 
Module/Unit 1: REFLECTION

Reflection: This unit is all about the importance of sales management. What I've
understood about this topic is that the sales management as a sales person,
especially the manager of the business must have knowledge of how to run the
business properly. Because the managers are in-charge of everything that
happens within the business. They must be practical in every decision that can
benefit the business. The managers also must not only focus on the present
events and happenings of the business but must also consider the future of the
business so that they can avoid the problems that may happen in the future.
Because some managers are having difficulties when it comes to adopting the
future for the benefit of the business for the reason that they failed to adopt the
new technology and the new way of running the business. So for me, the
management of the business must also have plans for their future if they want to
secure the future of the business.

Module/Unit 2: Assessment task

Questions:

1. Need – satisfaction method of sales presentation is effective with the

use of FAB approach. Identify the feature, advantage, and the benefit of
the following product or services. Assuming you are going to make sales
presentation in the class:

(a) MBA programme - If the person has an MBA programme in their resume,
they have a higher chance of getting a decent job suited for them which belongs
to their advantages and features. And by having lots of jobs that suited for them
this can also be considered as a benefit for the person who has Masters in
Business Administration.

(b) Life insurance - Nowadays people must invest in life insurance given that
we don’t know what will happen in the future so that’s why we must be prepared
so every person must consider getting life insurance for the purpose of insuring
themselves for what might happen in the future. If a person has life insurance
they will lessen the expenses if ever there might be a problem in the future.
Because life insurance has features like paying the bills of the person who has
life insurance who gets injured. It is considered as an advantage because the
family of the person who has life insurance don’t need to find money to be used
because the person is covered with life insurance which they can use for
treatment, etc.

(c) Smart phone - Smartphones are considered as important today especially

for the students for them to attend their classes because we all know that
because of Covid 19 we are restricted to attend the classes through face to face
learnings. So it will be an advantage for the Smartphone Company because most
students today will be forced to use smartphones to attend classes to avoid
getting infected by this virus. And aside from the advantage of using the
smartphones, the smartphones also have features that can be used for the
students to communicate with their classmates, teachers and school personnel
just like using the internet, applications and video calling.

2. How the knowledge of sales related marketing policies is helpful to the

salesperson to perform his job effectively?

Answer: A salesperson with knowledge about sales related marketing has the
advantages which it comes to performing their job because they can answer any
questions coming from their customers. They also have knowledge about the
products and the sales of the company which can be useful for selling the
products to their customers. So they don’t have problems facing their customers
and answering any questions therefore they can perform their job effectively.

3. Discuss why a salesperson’s job is not over after getting an order.

Answer: Salesperson’s job is not over even after the customer purchases the
product or orders it simply because as a salesperson they also need to follow up
the customer if they are satisfied with the product that they purchased. Because
a good salesperson is those who conduct follow-up and continue the
communication with their customers in order to get another purchase from the
same customer in the future because they like the services that they get.

4. Why must a customer be kept satisfied?

Answer: Customer satisfaction is very important because it is the basis of the

customer that they really like the product that they purchased. Because if the
customers are not satisfied they won’t be buying another product from the same
seller anymore. So the customer must be satisfied if the seller wants to have
another transaction with the same buyer.

Module/Unit 2: REFLECTION

Reflection: This unit 2 talks about the preparation and process, buying decision
process, buying situations or types of purchases, sales knowledge related to
marketing and the selling process. As what I've learned as a business person we
must know about the different kinds of processes involved within the business
from buying process up to selling process. Because these are considered as
important factors if you want to stay in the business for a long period. If we are
knowledgeable about the business we can have an idea on how the business
works. Just like the selling process which is very important because it might
affect the business financially if it won’t reach the quota needed in order to
continue the operation of the business. Buying decisions is also important
because there are problems that may appear because of buying decisions just
like the products that are necessary but the business has decided to buy it
because they feel like it is important that resulted in loss of the business. So the
business must be careful in every decision they make to avoid mistakes in the
future.
Module/Unit 3: Assessment task

Questions:

1. What is the role of a sales forecast in budgeting?

Answer: The role of sales forecasting when it comes to budgeting is that it

can give an idea to the financial department of the company on how much
they will be going to budget for the product that they produce to avoid sales
loss in the future when the product will be launched. Because by conducting a
sales forecast the company can make a budget for the exact amount that they
will use to finance the product that they will be going to produce.

2. Describe one of the qualitative methods of sales forecasting and

indicates its advantages and disadvantages.

Answer: Delphi Method a procedure includes selection of panel experts

from within and outside the organization and each expert asks separately to
make a forecast on some matter. Though this method is effective, it also has
advantages and disadvantages. The advantages of this method is that they
can get lot of ideas and information coming from experts within and outside of
the organization that can be used as bases to make a forecast but the
disadvantages is that this experts might release a statement which is not
helpful for the forecast just like using false information coming from internet or
an information which is not yet proven.

Module/Unit 3: REFLECTION

Reflection: In this unit (3) i’ve learned many information that can be used in my
future jobs. This unit is all about sales forecasting and budgeting that also
includes strategic planning and sales budgets. For me, it means that the
important lesson that I learned is that we need to verify the important and legit
information we gather before we make a forecast so that the information we use
as a basis can have accurate estimation in the future. We also need to do the
proper budgeting of the product before we launch it and must consider the future
outcome of this to avoid sales loss in the future. Because some companies fail to
consider the proper budgeting of the product, that's why some businesses fail to
regain the money they invest because the product is a total failure if the
consumers are having time to decide whether they buy the products or not that
resulted in a loss for the company.

Module/Unit 4: Assessment task

Questions:

1. Why is it important for a sales manager to set quota for

salespeople?

Answer: Sales managers set a quota to every salespeople who are under
their command simply because they want every salespeople to do their
job. They want them to prove that they deserve to be in that job. Because
if they won’t set quotas, some of the salespeople are just waiting for the
customers to buy and the salespeople are just waiting for their salary
without doing anything to get sales. Unlike setting quotas, the salespeople
are forced to work and persuade potential customers to buy their products.

2. Briefly describe the procedure for designing sales territories.

Answer: Designing procedure of sales territories involves selecting a

control unit as the first step to select geographical territorial base. Second
step is finding the location and potential of customers that finds the
location and sales potential of present and prospective customers in a
control unit. The last step is deciding basic territories that can be done by
using either build-up method or breakdown method.
 3. Innumerate the activities involve in managing territorial coverage.
Give its advantages and disadvantages.

Answer:  
 Routing
o Advantage - reduction in travel time and cost.
o Disadvantage - reduce the sales people flexibility and initiative.

 Scheduling
o Advantage - Increased Productivity and Efficiency
o Disadvantage - Fatigue

 Time management tools

o Advantage - High-tech equipment
o Disadvantage - Internet connectivity

Module/Unit 4: REFLECTION

Reflection: After I read the entire unit I realize that there are activities involved in
managing territorial coverage, which includes routing, scheduling and time
management. These three activities may help in managing my schedule in the
future. As they are also applicable in every action that we do. Just like routing, if
we are having problems going to the specific areas then we find another route to
get there without any problem. Scheduling also may help me in the future to
manage my daily work. It is important that in every job we do we must have plans
for us to manage well. Time is important so we must do our best to make use of
the time and don’t waste it. Just like in our class for this semester since it was
moduled then we should manage our time very well to cope up with the
requirements and pass it on time without delay. In this semester the best way to
pass this subject is the time management and scheduling of our modules.

Module/Unit 5: Assessment task

Questions:

1. Salespeople are the company’s very productive and

expensive assets. Discuss why.

Answer: It is true that salespeople are the company’s very

productive and expensive assets simply because they are the
reason why the company gets profit. They are doing face to face
transactions with every customer and people who inquire about the
products. They are the reason why there’s a deal happening.
Without them there will be no deal that will happen. Being a
salesperson means you are the frontline of the company, you are
in-charge of getting the attraction of the people in order to buy the
products that the company is selling.

2. Discuss the significance of socialization and

assimilation especially to the new salesperson. Cite
concrete example.

Answer: The significance of socialization and assimilation is that

both engage with people. They both interact with people may it be
small group or large group.

3. What do you think are the reason why employee

referral programmes or schemes are becoming one of
the most popular methods of locating sales recruits?
 Answer: The main reason why employee referral is much better
than hiring someone during a job interview is that people who get
referral are most qualified for the job. The person who refers them
thinks that the person being referred has the quality that the
company is looking for. It is better than looking for the resume of
the applicant without knowing that those people are not really
suited for the vacant job.

Module/Unit 5: REFLECTION

Reflection: In this unit the main topic that I truly understand is about the
organization structure. That it is about the relationship of the people within the
organization or company. The purpose of this is to improve the relationship of the
employee with their respective jobs. The purpose of this also is to correct the
wrong doings of the employee. For me this kind of activity that helps to improve
the relationship of the people involved is very helpful for me since my habit is to
interact with different kinds of people. So if I’m going to use this as a guide I can
easily understand the different kinds of behavior of the people. This will also help
me to become matured enough to handle different kinds of situations. I’m very
thankful that I get a chance to learn this kind of activity through this module as it
will help me a lot in my future jobs and daily activities.

Module/Unit 6: Assessment task

Questions:

1. Why motivation is an important concept for a sales

manager to understand?

Answer: Motivation is very important for a sales manager.

Besides having a motivation as a sales manager the sales
manager must also know how to motivate his/her employee. If a
 sales manager doesn't have any motivation then they are not
dedicated to their job.

2. Which compensation plan allows an organization the

most control on salespeople and which plan is better
for obtaining better sales? Explain why.

Answer: I think the best compensation plan that allows the

organization to control their salespeople is the straight
commission plan because the salespeople are motivated to
work because they can get commission for every sales that they
get. So they are eager to get sales in order to get a commission.

3. Describe one of the methods used for assessing

training needs of salespeople and provide concrete
example.

Answer: As for me the most effective method for assessing

training needs is the performance testing. The company can get
information from their employee by analyzing the performance
of their employee. In that way they will know if the employee
needs training in order to improve their performance. Just like
lack of knowledge for the product so the company can train
them to get an idea on how to answer every question of the
customers.

Module/Unit 6: REFLECTION

Reflection: For this unit I have learned that the training is very important for
every employee of the organization or company. Through training the employee
will continue improving on their respective jobs. Even experienced employees
also need training to improve their skills and use it to become more experts. If I'm
going to adopt it myself I will obviously do it. Because not all people are given a
chance to improve themselves. So for me, no matter what work I’m going to do I
will always remember to improve myself in every action that I’m going to do. For
me this is the best teaching that I could get. To continue training is also to
continue improving. I’m pretty sure that with lots of training I can do anything and
nothing is impossible. I would also like to use this as motivation to continue
improving myself for the things that I’m not good at. Even without proper training I
can continue to improve by knowing my mistakes and use it to improve myself.

Module/Unit 7: Assessment task

QUESTIONS:

1. Explain how the government laws and regulations have an impact

on the company’s sales and marketing aspect.

Answer: Government always has an impact on all businesses. Because

without the approval of the government the business cannot operate. It also
includes the laws. Laws need to be followed for each business to avoid
penalties and cancelation of business permits. So government and laws are
very important in every business.

2. What is the relevance of marketing and Salesforce audits in

relation to company’s overall performance.

Answer: Marketing focuses on encouraging people to acquire the products of

the company while the salesforce audits are auditing the products that have
been released and to know if there is an anomaly happening inside the
company. These two have a big impact on the company in order to have a
good result in terms of the operation conducted by the company.

3. Discuss in your own words the purpose of evaluating and

controlling the performance of salespeople.
 Answer: Evaluating the performance of salespeople will give an idea to the
company if their employees are doing their job or they are doing the right job
given to them. And for controlling the performance of salespeople, this will
help them to guide every employee of what is the right thing to do. They
should be limited to every action they must do for them to avoid problems that
can destroy the reputation of the company.

Module/Unit 7: REFLECTION

Reflection: From this unit who talks about the importance of ethical, social and
legal responsibilities. So from this topic, I can use it to know everything about the
legalities of every business. What are the responsibilities that a business should
follow in order to avoid problems. Not only businesses but also as a person. As a
person, we are obliged also to follow the rules of the society, and also laws from
the government. By following every law we are also avoiding problems and
penalties. That’s why this topic helps me a lot by improving myself by having this
additional knowledge for me to use in the future. Just because I already know the
laws but it doesn’t mean that I can relax, because there are lots of laws and
responsibilities that we need to know. But for now, I will continue improving
myself by knowing most of the laws so that I can avoid problems in the future. I
am also thankful for this information because it helps me a lot facing the realities
in the future. 

Module/Unit 8: Assessment task

QUESTIONS:

1. Why are distribution channels required? What role do they play in

the marketing of products?
 Answer: Distribution channels are needed for every business, they serve as
the partners in giving the products to the consumers. When it comes to the
role they play in marketing the products they are the reason why there is a
new product in the market because they are the one who delivers it.

2. In the advent of the internet nowadays, are distribution

intermediaries are really required? Why or why not?

Answer: Even if the internet is very useful today we can’t deny the fact the
distribution intermediaries are also important in running the business. Let’s
say that the internet is the reason why there is a transaction being done by
the business and the customers but the reason why the products have been
delivered to the customers is the distribution channels so let’s not forget that
distribution has played the major role by delivering the products to the
consumers.

Module/Unit 8: REFLECTION

Reflection: So for this last topic, the very important topic that I have learned is
the importance of the distribution channels for the business and why it is
required. I believed that the business needs all the necessary needs in order to
operate the business well. So distribution channels play a big role because of
that. There will be no business who operates without the distribution because
they can’t reach their customers. And if I’m going to apply this to my personal life,
I believe that there’s no me if I lack those behaviors that help me to become what
I’m today. So always keep in mind that everything happens for a reason. Don’t
just easily forget everything you have done and learn because of one mistake.
Because there’s no such thing as mistakes as long as we are going to stand for
what is right and what we believe in life. For every happenings there is also an
explanation for that. Just believe God and God will do the rest.

Module/Unit 9: Assessment task

Questions:

1. Discuss in your own words the core concept of backward or

reverse channel and give your own concrete example (aside from
soft drinks bottles).

Answer: Backward or reverse channel is a method where the product can be

used as a new product. According to the module the backward/reverse
channel also known as reverse channels is a move where the consumer will
make use of the used products to bring to another beneficiary. One of the
best examples of this are the plastics where it can be used as the holder of
different kinds of products.

2. Why marketing channel decisions play a role of strategic

importance in the overall success a company?

Answer: Marketing channel decisions will be the basis of every company in

achieving their goals. Without the marketing channels the company won’t
come up with a better idea on how they can persuade customers. They all get
information from the products being delivered through marketing channels. In
this way the company will get a lot of ideas from these marketing channels on
what are the possible ways to fasten the operations and come up with better
prices for each product. That’s why I said that the marketing channel will be
the basis of every company for the main reason that the company will get an
idea of what could be their next decision based on the information gathered
from the marketing channel.

Module/Unit 10: Assessment task

Questions:

1. In your own idea, under what circumstances can a retailer extend

credit to his customers?
 Answer: Extending credit to customers may help the business to get a lot of
customers. For me, giving credit to customers will make them trust the
business and trust you as a retailer. Not every customer can afford to buy the
products that’s why some retailers are offering credit to customers so that the
customers can manage on how they can pay the retailer. It’s a matter of trust
between the retailer and the customers. But first must conduct a background
check first so that the retailer will know if the customers are capable of paying
their debt.

2. What are some of the promotions with a retailer can organize to:

a. Increase footfalls to his store?

b. Ensure stickiness of his customers?

c. Increase the size of the average shopping basket?

Answer: Promotion of a retailer can ensure that their customers will stick to their
business. The continuation of conducting promotion will improve the reputation of
the business. This will also give an additional boost to the business especially
with their image.

Module/Unit 11: Assessment task

Questions:

1. Does the concept of wholesaling apply to service industries? Why

or why not?

Answer: Wholesaling may not be applicable to service industries due to

different types of business. Servicing is far different from selling products.
Servicing makes money in exchange for their service while the wholesaling
makes money in exchange for the products. In service industries they don’t
do wholesaling that’s why the wholesaling concept is not applicable to service
industries.
 2. Choose one of the key tasks of wholesalers. Discuss and cite
concrete example.

Answer: One of the key tasks of wholesalers is the assembling. Assembling

is a method of buying different products from different manufacturers and
bringing all the products to one place. All of this product will be the products
that will be for sale. Example is the Joymart here in Gingoog City. They buy a
lot of products from different manufacturers and they will sell it again once it is
delivered to their physical store.

3. Explain the difference in operations between wholesalers and

retailers.

Answer: Wholesalers are the business persons who buy bulk products and
sell them to the market. While the retailers only sell a small quantity of
products to their customers.

Week 4: REFLECTION (Module 9, 10, 11)

Reflection: In three units I realized that being a business person is not an easy
job. You need to prioritize the important part so that you won’t be having
problems in your business operations. By reading the 3 units I have realized that
there are a lot of things to do in order to become a successful business person. 

First thing to do is manage the marketing channels. Marketing channels

will have a big impact on your business if you don’t focus on this part the
business will have bad operations and a bad reputation. According to this unit the
marketing channels are the people, organizations, and activities necessary to
transfer the ownership of goods from the point of production to the point of
consumption. It is the way products get to the end-user, the consumer; and is
also known as a distribution channel. With this explanation we already know how
big the marketing channels will impact the business.

For the last two units which are Retailing and wholesaling all I can say is
that this two types of approach when it comes to selling has different kinds of
meaning also. Retailing for my own perspective is about selling products to the
possible customers in just a small quantity. The products are the same with
wholesaling but the quantity is just too small. Retailers only sell products of
selective persons who want to buy the product while the wholesaling is all about
selling products to lots of customers. Wholesaling can cater to lots of customers
because the products they own are far more compared to retailing. They buy bulk
products from different manufacturers and they are selling it by bulk also. This
two types of approach is applicable to any type of business person. You can be a
solo business person and still you can afford to choose between these two
approaches but of course it depends on your investments if you can afford
wholesaling or not.

Module/Unit 12: Assessment task

Questions:

1. What do you think is the ultimate purpose why channel members

need to be kept highly motivated? Support your answer.

Answer: Channel members need to be motivated at all times because they

are the reason why the products are being delivered to every seller up to the
end users. Without them the products won’t be delivered and the product will
never be in the users hand. That’s why most of the companies are doing their
best to give the salaries, bonuses and allowances in exact time without delay
so that the channel members are motivated enough to do their job because
they feel like they are being treated well by the companies. 
 2. Multi-level marketing channels can succeed with proper training
and lower prices of popular products. Do you agree? Why? If not,
why not?

Answer: I really think that when most of the companies who produced some
of the popular products will reduce their prices and conduct a multi-level
marketing that will help them promote their brands will become successful. It
is because most people today want to buy quality products with a cheaper
price at the same time. Popular products are known to be effective that’s why
most people want this. But there are people who hesitate to buy because of
the expensive prices. That's why if the company will conduct a proper training
to every marketer and promoter then lowering their prices will give a big
impact to every business who sells popular products.

Module/Unit 13: Assessment task

Questions:

1. What are the steps to be taken to resolve conflicts? Explain each

with concrete examples.

Answer: Conflicts exist because of the disagreements between the two

parties. And for me in order to resolve the conflict, both parties must find a
way to come up with a solution that can give an agreement for both parties.
Agreement between the two parties is the best solution for every conflict.
Without the agreement there will be a continuation of conflict, people may
misinterpret every word that the parties may say. That’s why no matter how
big the problem is, both parties must find a solution that they both can agree
on. There will be barriers because there is conflict but in this world there will
be no impossible that every person can do. And part of this possible way is to
find a solution for every problem.

2. Discuss how and why channel conflict occurs.

 Answer: Channel conflict occurs because sometimes channel members feel
like they are disregarded by the company who produces the products. They
feel like they are useless because the manufacturer of the products are
delivering the products directly to the consumer/customers. That’s they every
channel member has nothing to deliver because the products are already in
the hands of the users.

Module/Unit 14: Assessment task

Questions:

1. Using various viewpoints, discuss the core concept of CIS.

Answer: In my own idea the concept of CIS is that this system is

programmed in order to monitor the operations of every channel members.
Data is being collected and analyzed so that the company will know the
operations of every channel member and to know what are the possible ways
in order to improve their operations.

2. Why is it important to study and understand information systems in

today’s world?

Answer: Information systems today are very important given that our
technology is very high today. Innovation is too fast and some companies and
businesses won’t cope up. In my own point of view, information systems must
be considered as part of today's business because this will make the
operations of the business faster. Aside from the fast operations the
companies can also benefit from this by giving them high valued information
and data that may help their business someday or in their future plans.

Week 4: REFLECTION (Module 12, 13, 14)

Reflection:
 From these three modules I have learned some important things that may
help me in my future jobs. This topic gives also some information that can be
useful for me and for other companies/businesses like the channel information
system that can collect and analyze data about operations of channels in order to
assess the performance and take timely corrective action to continuously
improve performance. Using this will help the company to improve their service
and find ways to avoid the problems that may occur while operating the business.
Because this Channel information system will be the primary tool for every
company to use in order to perform well in their every operation. I also found out
that technology today gives a lot of advantage for every business. Aside from it
being given faster production for every product by manufacturer it also helps the
company by making their job easy as the technology is the one who runs the
company while it is controlled by people in-charge. 

I would also like to add another information that I gathered from this
module about channel management. Channel management plays a big role in
running or operating the business. Without them the business won’t become
successful and the business person won’t experience a successful life. Because
through channel management the business can easily handle the delivery of
each product up to sellers, retailers, and customers. They are the one who
manage the distribution of products and secure the products to be safe and avoid
damages until they reach the end users or the people who ordered the products.
All of this information is one of the many reasons why I want to learn everything
about the business field and operations for me to know and gather important
details that can be useful for my future.

MITERM EXAM QUESTIONS:

1. Under what circumstances can a company sales team work independently

of distribution channels? Explain with concrete example(s). 
 2. Why should the salespeople must understand the psychological aspects
of selling and buying decision process?

3. How sales managers can use information technology in territory

management?

4. A high performing salesperson, whose morale is down because he did not

get an expected promotion as a marketing executive, although he has
been consistently exceeding his sales targets (or quotas) for the past four
years. If you were an area sales manager, how would you motivate the
salesperson?

5. Enumerate the various types of expense plans. Mention the main

advantage and disadvantage of each type.

FINAL EXAM ANSWERS:

1. DISTRIBUTION MANAGEMENT
2. THE 7 SELLING PROCESS
3. MARKETING CHANNEL
4. RETAILING
5. SORTING
6. The system will carry out all of the necessary activities to achieve
and meet customer expectations at the lowest cist
7. CONFLICT
8. MANIFEST
9. MATERIAL MANAGEMENT
10. INVENTORY CONTROL