Planning Exercise 2. Behind the Lines Objectives: Time: Group Size: Materials: Trainer's Notes: To evaluate a sales representative's planning To identify the elements of effective sales planning Step I--20 minutes Step II--25 minutes Four people in each of the small groups. Copies of the case for each person. You should bring extra copies. This case works best as part of a program for sales representatives. It is a rela- tively long case and should be used as an assignment between class sessions. It can also be used as a pre-work assignment. Asherman Associates has a video of the meeting between Karen and Paul, which is available for purchase. Procedure: Step I Step II Divide participants into small groups. Ask each group to discuss the ques- tions at the conclusion of the case. Reporting Back · Ask each group to give its report. · Invite groups to critique one another's reports. What do you think of Karen's plan? Her plan is not bad, but her lack of attention to the commodity items raises some concern. It looks as if she is prepared to give up too quickly. How well do you think she prepared for Universal's price hike? She worked well with M.D.s but probably should have given Paul more time, not just reports. She should have met with him. How would you suggest Karen begin? She should clarify where Paul is coming from, the pressure he is under, what his needs are, and, if possible, what he is getting from Whitney. She should try to get past positions to underlying needs and interests. Answers: Question 1 Question 2 Question 3 American Management Association / www.amanet.org 23