14 Aug week 5 How has the Internet affected your own buying behaviors? Motivatio

week 5
How has the Internet affected your own buying behaviors?

Motivation (graded)

Read the scenario below and then respond to Dr. H and classmate posts below.

Nick Pirrone, VP of sales and marketing for Steeltime, Inc. recently
invested over $250,000 in a customer relationship management (CRM)
system. He has a problem, however. His 10 salespeople either do not know
how to use the system or simply do not want to use it.
The CRM system was to be used
to move prospects through Steeltime’s sales cycle more efficiently and
to improve the level of customer satisfaction. When the system was
introduced seven months ago, the sales and marketing staff embarked on
extensive training to learn the system. Thus, Pirrone feels that his
salespeople have the knowledge to use the system, but that they are
simply ignoring his wishes and choosing not to do so.
From the details noted above, how can Pirrone convince his salespeople that the CRM system can actually benefit them? How can he motivate them to start using the system?

week 6Ethical Dilemma 1 (graded)
Read the scenario below and then respond to Dr. H and classmate posts below.

You recently received a promotion to district sales manager. You
are eager to show your leadership ability and ready to implement a
strategy to make your company successful. Your boss has come to you to
explain a new selling strategy that he would like to see you implement.
It involves having your salespeople be a little more aggressive with
their customers. Essentially, he would like them to oversell their
customers.
For instance, a salesperson should attempt to convince
a customer that he needs an $8,000 copier, even if a $4,000 copier
would satisfy his needs. Your boss explains that customers will still be
receiving what they need. Albeit perhaps a little more, and the company
will reap greater profits, resulting in larger bonuses for your
salespeople.

What would you do and why? What are the advantages and disadvantages of such a strategy? Is this good for long-term growth?

What would you do and why? What are the advantages and disadvantages of such a s

Read the Shield Financial: Overheard Trade Secrets on page 276 in the text. What are the ethical issues involved in this case? What are the possible actions Bloom could take?

Read the scenario below and then respond to Dr. H and classmate posts below.

Nick Pirrone, VP of sales and marketing for Steeltime, Inc. recently
invested over $250,000 in a customer relationship management (CRM)
system. He has a problem, however. His 10 salespeople either do not know
how to use the system or simply do not want to use it.The CRM system was to be used
to move prospects through Steeltime’s sales cycle more efficiently and
to improve the level of customer satisfaction. When the system was
introduced seven months ago, the sales and marketing staff embarked on
extensive training to learn the system. Thus, Pirrone feels that his
salespeople have the knowledge to use the system, but that they are
simply ignoring his wishes and choosing not to do so.From the details noted above, how can Pirrone convince his salespeople that the CRM system can actually benefit them? How can he motivate them to start using the system?week 6Read the scenario below and then respond to Dr. H and classmate posts below.

You recently received a promotion to district sales manager. You
are eager to show your leadership ability and ready to implement a
strategy to make your company successful. Your boss has come to you to
explain a new selling strategy that he would like to see you implement.
It involves having your salespeople be a little more aggressive with
their customers. Essentially, he would like them to oversell their
customers.For instance, a salesperson should attempt to convince
a customer that he needs an $8,000 copier, even if a $4,000 copier
would satisfy his needs. Your boss explains that customers will still be
receiving what they need. Albeit perhaps a little more, and the company
will reap greater profits, resulting in larger bonuses for your
salespeople.
Read the Shield Financial: Overheard Trade Secrets on page 276 in the text. What are the ethical issues involved in this case? What are the possible actions Bloom could take?

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