Do sales managers provide leadership?
– Take part in a research survey
Are you interested in learning more about sales leadership? John Wilkinson, a lecturer in marketing management, specialising in personal selling and sales management, at the University of South Australia, is conducting research to assess the level of leadership support provided by sales managers for their sales staff.
AMI members are invited to take part in the research, which is in the form of two online surveys.
These surveys will be accessible until 30 June 2005. Respondents can request copies of summary survey findings (while still maintaining the anonymity of their responses). If any sales or marketing managers would like to discuss participation in in-house surveys or any aspects of the research, they can contact John Wilkinson at John.Wilkinson@unisa.edu.au.
Foster’s moves to user-pays hospitality
Corporate entertainment within the Foster’s Group is provided on a user-pays basis, with full recording and internal departmental recharges for all hospitality, according to the company’s business development director, Pat Freeland-Small.
He said that this approach ensured sales benefit or partnership-building programs were justified and fully transparent in the budgeting and expenditure reporting of each part of the business.
Freeland said that, given that non-business ticket usage by staff now attracted fringe benefits tax, which doubled ticket cost, the days of unjustified staff hospitality usage were gone. He pointed out that, typically, Foster’s large corporate hospitality programs were directly linked to sales incentives for retailers or distributors, with awards directly based on sales volume increases.
© Copyright pando Publishing 2005
This item is courtesy of pando Publishing. AMI members receive a 10% discount on pando newsletters: Australian Corporate Hospitality, Onsport Newsletter, Australian Sponsorship Newsletter, and Australian Sponsorship Database.
Please email info@pando.com.au, referring to your membership, to obtain a special subscription form.
Web: www.pando.com.au
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