Questions

1. Why does IRM rely on a sales force to sell its products and services?

2. Outline the IBM sales force's objectives, strategy, structure and compensation.

3. What problems do you see in IBM's sales force objectives, strategy, structure and compensation?

4. What objectives would you set for IBM's sales forcer

5. What strategy, structure and compensation plan would you establish to accomplish these objectives? Identify the trade-offs involved in each of tbese decisions.

6. Given your recommendations, how would you recruit, train, supervise, motivate and evaluate IBM's sales force?

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