For the Unit 3 Complete assignment, write a narrative essay (minimum of 1200 words) which addresses the questions and statements below.  When finished, the essay should demonstrate a thorough understanding of the READ and ATTEND sections.  A minimum of three scholarly sources are required, and all sources should be cited and referenced in APA format.

Explain how motivation is related to each of the following aspects of managing a sales force:
a. Supervising the sales force.

b. Setting sales quotas.

c. Recruiting and selecting salespeople.

d. Designing the expense payment plan.

What might be some of the difficulties of letting salespeople develop their own goals, i.e., quotas, for their sales volume?
What are the personal characteristics necessary for an effective leader?  Will possessing these characteristics alone ensure success as a manager?  If not, what other elements need to be considered?
What are some specific ways in which sales managers can be role models to their salespeople? List several distinct ways.
Refer to Case 9-3: Imaginative Staffing, Inc. (B) — Compensating a Sales Team. Should the president be part of the selling team when appropriate?