Expert answer:Bus 135 – Sales Management – Case #2 Review: Biomed, pages 331-337Review questions:
1. It’s not necessary to revisit Biomed’s go-to-market strategy, but it is necessary to becomecompletely familiar with its premise and goals. Given this market strategy, what wouldyou propose for a sales compensation plan? What steps did you go through to get to thisrecommendation?2. How will you successfully implement this change? Remember you are tinkering withsomeone’s wallet.
Bus 135 – Sales Management – Case #3 Review: Candym, pages 339-343Review 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?
