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Sales Management Simulation for Instructors

Sales Management Simulation


The Sales Management Simulation (SMS) was developed to help participants understand and participate in the front-line sales manager's (FLSM) role, in business organizations.

Players learn the nature of the simulated market. Then, they make a series of FLSM decisions. These decisions include assessing the sales team, then recruiting selecting, firing, training, and compensating salespeople. Players also allocate salespeople to territories.

As input to their decisions, SMS players make sales forecasts and time- management judgments. They also make decisions about marketing research and pricing.

Players make several sequential sets of decisions. Hence, they can observe the results of their decisions on customer satisfaction, and their firm's financial performance.


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