Sales Management

1. A sales representative for a luxury watch brand is tasked with selling high-end timepieces to corporate clients and individual customers. How should the sales approach differ between these two types of clients, considering the diversity in their purchasing motivations? Recommend the most effective selling theory applicable to each scenario.

2. A new tech startup is preparing to launch a cutting-edge smartwatch and needs to estimate its potential sales for the first year. How should the sales team approach forecasting these numbers, and what factors should they consider to make their projections as accurate as possible?

3. Read the case & answer the questions based on the case:

A mid-sized fashion retailer is developing its sales budget for the upcoming fiscal year. They need to account for seasonal trends, planned promotions, and expected changes in consumer behavior due to recent market shifts. The challenge is to create a realistic budget that aligns with their growth targets while staying within financial constraints.

Questions:

a. What factors should the retailer consider when estimating sales revenue for the upcoming year?

b. How can the retailer adjust their sales budget if unexpected economic changes occur during the year?

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