Monitoring a Sales Staff A good sales manager not only provides his or her staff with initial training but also monitors their progress on the sales floor. To simulate this experience and complete this activity, you will need to visit a business where personal selling takes place. After observing at least three interactions between customers and salespeople, choose one interaction on which to base an evaluation.

Do not approach any customers or salespeople involved with your evaluation. This is for academic purposes only.

Your evaluation should include the following:

A detailed description of the interaction between the customer and the salesperson
An evaluation of the effectiveness of the salesperson’s approach based on the principles of selling discussed in the unit
Recommendations to the salesperson as to how he or she might sell more merchandise
A description of one new specific piece of merchandise that the salesperson will be dealing with in the near future (You can either use displays of new items in the store or research online for new products. Identify two or three strategies that the salesperson could use to better sell this new product.)