MKT 340 Lecture Notes - Lecture 9: Pension, Unit, Team Dynamics
24 Jun 2016
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Prospect = david johnson (ceo of johnson foods) Sales person = ann clark (works for company called brunswick trying to sell a pension plan to companies) Johnson"s personality type driver: he"s driving the appointment verbally and physically (standing and sitting) Johnson most likely had a bad experience because he got emotional when money came up. Importance of forecasting if you screw up a sales forecast, it sucks because so many things are linked to it: budgeting, number of sales people you hire, expense control. Advantage salespeople should try harder because the numbers are coming from them (so if they fail, they can only blame themselves) Disadvantage you still might get unrealistic numbers: 2. Managers pick the numbers based on some formulas. Disadvantage if sales people don"t make their numbers, they"re going to blame their managers: 3. An anomaly or one time event that can affect a forecast.
