Select a real B-2-B firm (not named Rexel)…then, answer these three questions:
(1) What do you think is the profile of someone that would be successful in sales for this company? List 5-6 key characteristics that would be important for successful to have when selling for this company and add one or two sentences as to WHY each characteristic is important.
(2) Describe the ideal sales compensation plan for this sales position. How would you pay sellers in this company? Be specific with the details and WHY you believe this is the right way to pay sellers in this company.
(3) How do you think sellers in this company are organized and why?
Sample Solution
