EE204: Business Management for
Electrical Engineers and Computer Scientists

Personal Selling and Sales Management


  1. Personal Selling and Sales Management (HBS materials)
  2. Siebel Systems: Anatomy of a Sale, Parts 1 & 2 (HBS materials) - Part 3 will be handed out in class

Case Summary


Discussion Questions

  1. Read Parts 1 & 2 of the case and answer the questions inserted in the text.
  2. What is the purpose of the Siebel Core Values? Why were they written, and how important do you think they are to employees in guiding their day-to-day activities?
  3. How would you characterize the Siebel selling process?
  4. Would you characterize Gregg Carman as a hunter or a farmer (see reading)? Is this the right kind of person for the sales problem presented in the case?
  5. Evaluate Cathy Ridley as a champion. What are her strengths and weaknesses as a champion?
  6. What do you see as potential ethical issues surrounding Cathy Ridley's trip to California?

SCPD Students


Written work should be submitted using SCPD Homework Processing procedures.

All times listed below are PDT (California time).

  1. Complete the assigned readings and submit answers to the Discussion Questions in Writeup 1 (1 page) by 9am Thursday 5/24/2012.
  2. The videotaped class meeting should be available via SCPD by 2pm, Thursday 5/24/2012.
  4. Submit Writeup 2 (1-2 pages) by 9am Tuesday 5/29/2012. This writeup should include the following:
    • A summary of the main points of the class discussion
    • A revised go-forward strategy for Gregg Carman and Siebel Systems