Sales Management - Case #2 Review: Biomed
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.
Case #3 Review: Candym
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?