he two roles of the sales manager. 2. What is the BPI in Sales & Marketing Management Magazine and what is its value to you if you have no previous history in a market area? 3. Co-op advertising and how would you use it as the sales person responsible for a sales territory to gain new accounts? How would you use the BPI to allocate a co-op local advertising/promotion budget? 4. The conversion of suspects to prospects and to customers. How do they interrelate? 5. How many sales people would you hire to cover the region and the basis of your calculations? 6. If the company fee for sales is 5%, and if the base compensation of draw against that fee is $25,000, what sales level must each sales person achieve to demonstrate success or to break even? (Show your calculation in your support documentation).How does the breakeven calculation signify that the size of the total sales team (the number of sales people that you will hire) is realistic? 8. How would the steps of the one minute manager be used to develop a training program for your sales team? 9. Describe how you would manage the sales team to assure success in achieving your objectives.
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