14 Aug Graduate courses: 500 – 750 words or 2 – 3 pagesPlease answer 1 question from ea

Graduate courses: 500 – 750 words or 2 – 3 pagesPlease answer 1 question from each unitUnit 11. Differentiate between managing and leading. Give some examples of each for a sales manager. Interpret how the two concepts are interrelated?2. According to situational theorists, what characteristics of a leadership situation need to be considered? Furthermore, examine the concept of organizational engineering.3. A sales manager listened to a customer complain about a salesperson and thought, “This is the third complaint like this I’ve gotten this week. We’ve got a code of ethics – why aren’t my people following it?” Examine some reasons why her sales team is acting unethically and what she can do about itUnit 21. Analyze the three levels of B2B customer relationships. Evaluate how they differ.2. Evaluate why firms organize their sales activities into a specific structure. Analyze how important is the sales structure for a business’s strategic plan?3. Examine why the personal interview the most important step in the sales selection process? Distinguish the advantages and disadvantages of structured and semi-structured interviews? Evaluate what can a sales manager learn about a candidate by conducting a stress test or requiring a field observation?Unit 31. Examine how transactional and transformational leadership approaches are different and how are they displayed in a sales manager’s behaviors? Classify some of the components of emotional intelligence?2. Sam is a sales manager who prefers to use output measures for goals. Melissa, another sales manager, prefers the use of input measures. Analyze the advantages and disadvantages of both approaches. Examine what type of products/services lend themselves to each type and why?3. As a sales manager, examine how you can apply the findings of the content approaches? How can you apply the findings of the process approaches? Analyze which do you think makes the most significant contributions and why?Unit 41. Distinguish between the best and worst methods for forecasting the sales of the following products and services? Why? 1)A new dorm for your campus 2) Street sweepers 3)Tax consulting services for small businesses 4)A new laboratory device used in physics experiments2. Assess the challenges that are posed when firms evaluate a global sales force’s efforts?3. Evaluate why might a firm’s sales and marketing functions be misaligned? Analyze the consequences of a misaligned culture?

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