MKTG 1219 Professional Sales

Objective: a)Interview a Sales Representative of your choice who handles a major client for their company. The instructor must approve your choice before the interview is conducted. Prepare a report of your interview and upload into the ”Assignment 1” folder in D2L. This interview can be conducted in-person, a Zoom session or a phone call based on Covid-19 restrictions. This document should be either a Word or PDF file using proper APA formatting. Guidelines: Find and interview a Sales Representative, this professional salesperson must sell to a major account of the company they work for which represents a major revenue stream for the company. Obtain a business card from the Sales Representative and include it with your report as a scanned or jpeg format. This report must include an overview of the company and products which the Sales Representative works for, at the beginning of your report. Interview Questions: 1.Have the Sales Representative describe in their own words a “Major Account”. 2.Give one example of a Major Account they manage. 3.Sales Representative salary: Base vs Commission, what percent? 4.How is his/her territory established and how is it managed? 5.Average length of their sales cycle and revenue generated? 6.Who is the decision maker in their Major Account (CEO, CFO, Purchasing)? 7.How often do they make contact with the client and why? 8.Do they take their clients out for lunch, sports events, etc. 9.How does the Sales Representative forecast revenue streams with the client? 10.How does the Sales Representative keep current with the industry/news/company?Prepare two additional questions specific to this company to use during the interview. Example: What type of sales training does your company provide?

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