Sir_Excellence

Sales Management – Case #2 Review: Biomed, pages 331-337
Review questions:

1. It’s not necessary to revisit Biomed’s go-to-market strategy, but it is necessary to become
completely familiar with its premise and goals. Given this market strategy, what would
you propose for a sales compensation plan? What steps did you go through to get to this
recommendation?
2. How will you successfully implement this change? Remember you are tinkering with
someone’s wallet.

Sales Management – Case #3 Review: Candym, pages 339-343
Review Questions:
1. What are the keys to success in this type of industry?
2. How does the nature of the competitive landscape make it a challenge for Candym?
3. What are the most important things a sales rep must do to sell in this industry?