http://www.merlot.org:80/merlot/ A search of MERLOT materials Copyright 1997-2013 MERLOT. All rights reserved. Fri, 24 May 2013 18:41:22 PDT Fri, 24 May 2013 18:41:22 PDT http://www.merlot.org:80/merlot/images/merlot.gif http://www.merlot.org:80/merlot/ 44 34 http://www.merlot.org/merlot/viewMaterial.htm?id=90134 This exercise enables the student to develop a routing schedule for the salesperson's territory. Students are asked to print a copy of a map and then draw their own routing technique. The students is then able to view the correct answer for comparison. http://www.merlot.org/merlot/viewMaterial.htm?id=292601 Break-Even Analysis is a financial tool that allows marketing managers to estimate how many units of a product a company needs to sell in order to break even, assuming a given cost and price structure for a product. http://www.merlot.org/merlot/viewMaterial.htm?id=293944 This is a virtual world video that illustrates how virtual worlds can be used in training, in this case a retail salesperson encounters an irate customer and does not handle it well. http://www.merlot.org/merlot/viewMaterial.htm?id=80653 MARS SMS is an internet-based, state-of-the-art sales management simulation for use in a sales managemement or personal selling class. It is a new approach to business simulations in that students submit their decisions online, the instructor can run the simulation by a click of the mouse, and results are displayed instantly. The site includes an online student manual, so there is no need to purchase a text for the simulation. There is a cost for each team that competes of $100, payable by the students. To obtain an ID and password to access the site, please contact Dr. Robert W. Cook at rwcook@adelphia.net. http://www.merlot.org/merlot/viewMaterial.htm?id=91420 The Buggy Palace is a self-scoring forecasting exercise which enables students to solve a series of sales forecasting exercises involving naive, moving average, and exponential smoothing techniques. It is an excellent learning tool for students, as when the incorrect answer is entered, an explanation is given. Students enter their own names, and thus the exercise becomes The (First Name) (Last Name) Buggy Palace, which personalizes it for them. Additionally, rather than being asked for the correct answer, an "answer code" is provided, to ensure individual work. http://www.merlot.org/merlot/viewMaterial.htm?id=88030 This is a homework assignment in territory routing. "Jack" is a salesperson who must call on customers in his territory using a borrowed electric car. The "borrowed" car is used because it only can run for 60 minutes, throwing a complication into the routing problem. Students are required to determine the routing using both "closest-next" and "largest-angle" heuristics techniques. http://www.merlot.org/merlot/viewMaterial.htm?id=88032 This is an exercise that requires students to provide answers to a described situation. Students answer multiple choice questions. The author provides very detailed answers for most of the choices, so the students learn why the correct answer is so. Through this exercise, students determine the meaning of turnover and how to determine what a salesperson earns in a commission type situation. http://www.merlot.org/merlot/viewMaterial.htm?id=81875 This is an interactive spreadsheet designed to help B2B sales and marketing professionals to determine the realistic number of marketing touches, inquiries and qualified sales leads needed in order to meet your company's sales revenue objectives. http://www.merlot.org/merlot/viewMaterial.htm?id=81601 This site presents guidelines for sales, but apply also to other negotiations, such as debt negotiation, contracts negotiating, buying negotiations, salary and employment contracts negotiations, and to an extent all other negotiating situations. http://www.merlot.org/merlot/viewMaterial.htm?id=81560 This is a guide for writing an introductory sales letter. A template is provided as well as sample letters and other tips.