...In today’s economy, keeping the morale of the sales force in a high gear is vital if a company is to achieve profitability. One of the factors that boost the morale and productivity of the sales force is a reward program that recognizes and addresses their needs. It is in the company`s best interest to keep the sales force motivated for higher sales revenue and elevated levels of financial growth. To assist in understanding the impact and role played by reward programs, General Motor`s compensation plan will be used as a guide in creating an effective workforce compensation program (Hay Group., 2001). An effective compensation program needs to incorporate the aspect of fairness .This means recognizing each employee`s worth and value contribution to the ultimate success of the company. The reward program needs to be impartial to all employees involved so that it can gain unfailing support from every member of the sales team. An unfair program will create conflict and division amongst employees and cause resentment and discontent amongst those who feel sidelined by the program (Clow & Baack, 2012). It will hinder the smooth running of operations as employees get involved in a battle to counter each other’s efforts thus leading to reduced levels of productivity. The vision and mission of the company should also be considered when hatching a reward program. It is only by aligning it to the core values of the company that it will attain sustainability. The rewards program will be...
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...Running Head: MANAGING THE CHANNEL AND THE SALES FORCE Title: Name: Course name: Course number: Instructor: Date: Kraft Foods Incorporation is the second largest food company in the world. Starbucks are global consumer products group that tries to broaden the Starbucks experience to consumers outside retail stores (Vickers, 2005). In 1998 Starbucks signed an agreement with Kraft foods to assist in selling Starbucks products in groceries across the United States of America. The two parties have been in the market for an adequate time. Business has been dynamic with each of them accruing benefits from the partnership. The two parties have a written agreement of business partnership up to 2014. Following the agreement, Kraft has built a business of 500 million dollars per year. This shows that the two parties are beneficiaries of the partnership (Vickers, 2005). The two companies have discovered a strategic channel of alliances that will guide the company in selling Starbucks coffee in the United States of America. Kraft Company has been able to link Starbucks products with several supermarkets in the United States as well as internationally. However, Starbucks has discovered that it can make it on its own. Therefore, the company has chosen to push for an end of the contract or agreement that exists between the two parties. Kraft was not out to support this move. They oversaw decrease in their turnover. Following their past achievement under Kraft Company Starbucks...
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...Questions I would ask in a sales associate position. 1. Give me a time when you made your job more efficient, Easier or productive. 2. Tell me about a recent innovation you did that drive results 3. Tell me about a time you overextended yourself and missed a deadline 4. Describe a time you faced a difficult goals or performance expectations 5. How have you resolved conflict by seeking the assistance of others. 6. Tell me about a time you were a member of a group or team that had conflicting goals. How did you encourage agreement? What happened? The reason why I would ask these questions is dealing with my retail channel. Goals are team effort. The store has their own goals to meet for metrics as well as the sales associate them selves. If there is a process that can help service the customer faster and decrease wait time and be efficient is always a plus in any environment. I would need to know your thought processes. Are you a go getter can you think outside the box to drive results of the store as well as your own. I also want to know when you over extend yourself for commitments how do you resolve those issues when deadlines are missed. Conflict resolution with customer or peer how would you handle that. There are times when you are expected to as a team come up with new initiatives and if everyone does not agree how are you with persuading them to swing your way? The questions I have I believe for the sales channel would be good starter...
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...concerns, answer questions, provide more in depth information, persuade, and possibly even recommend other services or products. The personal selling process consists of the following steps: Prospect, Pre-approach, Approach, Make the Presentation, Overcome Objections, Finalize the Sale, and finally, Follow-up. Prospecting, the first step in the personal selling process focuses on developing a list of possible customers. Pre-approach is when the salesperson attempts to get to know his or her customer well. They should know about the customers company, their specific needs and what brands they are currently using; the more they know about their customers, the easier it will be for the sales person to sell to them. Next is the approach, where the sales person uses customer referrals or leads, as they are usually most effective method, to make contact with the customer. After that is the presentation of the product. The sales person has to tell the potential customer the "product story" and highlight the benefits of the product (and at the same time work to overcome the objections). This is followed by closing or finalizing the sale and the customer is asked to purchase the product. Lastly, a good sales person follows up and makes sure that everything went well and the customer is satisfied. Salespeople are a valuable connection between the company and its clients or customers. They generate customer value and company revenue by representing the company to customers, representing...
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...Motivating the Sales Personnel Objectives Define motivation; Understand the complexity of motivation; Explain the main theories of motivation; Understand the impact of cultural differences on motivation; Explain various tools available for motivating the global sales force; and Discuss the relationship between motivation and job satisfaction. What is motivation? Motivation is the inner force that guides behaviour and is concerned with the causation of specific actions. Motivation is a three-dimensional construct consisting of the following: Intensity or the magnitude of mental activity and physical effort expended towards a certain action; Persistence or the extension of the mental activity and physical effort over time; and Direction or the choice of specific actions in specific circumstances. Understanding motivation Motivation should be understood at two levels: What motivates salespeople (the reasons behind the intensity and persistence of mental and physical effort expended) How salespeople choose their action (the direction or decision to engage in specific actions in specific circumstances) Motivational theories addressing the issue: “what” motivates salespeople Need Hierarchy Theory Self-actualisation needs Esteem needs Belongingness needs Security needs Physiological needs Physiological needs (e.g., basic salary); security needs (e.g., pension plan); belongingness needs (e.g., friends in work group); esteem needs (e.g., job title); self...
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...An Exploratory Investigation Of The Impact Of Culture On Sales Force Management Control System In Europe * The summary of the research The research objectives and key findings The objective of the research is to investigate the impact of culture and governance system on sales on salespersons’ behavioral strategies in Europe. And the authors divided Europe into two parts in the research. They are Anglo/Germanic countries and Latin countries. There are three key findings. 1.Culture has an effect on salespersons' use of "smart" selling techniques. 2. Latin salespeople seem to use "smart" selling techniques significantly more than their British counterparts but not more than their German counterparts. 3.The more behavior-based the sales force control system, the stronger positive/negative effect on sales- persons' likelihood to select key decision-makers at higher hierarchical positions in a customer's organization for Latin salespeople versus for Anglo and Germanic salespeople. The key variables and the key hypotheses There are two control variables in the research -- sales experience and selling context (i.e., industrial, consumer, or services) because experience affects salespersons' motivation and selling context may be relevant to the choice of selling strategies. Also, compensation is another variable was used to figure out the outcome. Under the research aspect of the effect of culture on salespeople’s behavioral strategies, there are three hypotheses. HI: Latin...
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...Sales Force Compensation Adam Goode Dr. Ed Sherbert HRM533: Total Rewards November 4, 2012 Sales Force Compensation In order for a company to acquire the highest number of clients, that company must be able to fully motivate their employees. One of the primary factors to motivate the sales force is compensation. Employees that are in the sales force do want to get commissions for the sales that are made, but they do also want to get a base salary as well. A commission only structure can greatly motivate employees to make sales, yet if they only receive pay for making a sale, an employee might not feel that they need to come to work if they can’t rely on a sale that day. Base pay can make an employee want to choose that job because it can lead to job security (Motivating, 2011). A good mixture of both a base salary, as well as a commission structure will provide the best motivation for a sales person as far as compensation goes. Compensation is not the only thing to goes into motivating someone in the sales force though. Employees also want to gain recognition for results that they have achieved. Rewards don’t always have to be financial for every member, yet can still be a great motivator. Employees will probably work hard to get good results if they were to know those results could send them on some sort of trip, or even just to a nice event outside of the work place. Some...
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...Assignment 1- project part 1 Yang Zhang Initial system request- Quality Management System (QMS) Project sponsor: Yang Zhang Background: A quality management system (QMS) is a set of policies, processes and procedures required for planning and execution, which are like production, development and service in the core business area of an organization. Areas can impact the organization's ability to meet customer requirements. ISO 9001:2008 is an example of a Quality Management System. The concept of quality as we think of it now first emerged from the Industrial Revolution. And the quality profession grew from simple control, to engineering, to systems engineering. Quality control activities were predominant in the 1940s, 1950s, and 1960s. The 1970s were an era of quality engineering and the 1990s saw quality systems as an emerging field. Like medicine, accounting, and engineering, quality has achieved status as a recognized profession. Reference American Society for Quality (ASQ) Certified Quality Engineer (CQE). As Lee and Dale (1998) state, there are many organisations that are striving to assess the methods and ways in which their overall productivity, the quality of their products and services and the required operations to achieve them are done. Business need: An ISO 9001:2008 QMS integrates the various internal processes within the organization and intends to provide a process approach for project execution. A Process Based QMS enables the organizations to identify...
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...Brands, Inc. – The Sales Force Dilemma Case Spectrum consists of four organisations – Rayovac, Remington, United Industries and Tetra Holdings. It basically services North American Market and other markets but the case focuses on Canada. The four Industries mentioned are: Batteries, Shaving and Grooming Products, Lawn and Garden Market and Pet Care are covered Shaving and Grooming products and Lawn and Gardening products have seasonal demand. Stiff competition in the Pet supplies market by over 500 manufacturers and have a great clutter of retailers where not a single player having more than 10% market share. Batteries are dominated by two players Dura Cell and Energiser covering around 80% of the market which left Spectrum with only 20% market share to compete for with other brands. The growth rate is really low at around 1-2%. Alkaline Battery market growth had flat lined and was expected to be in the market only for the next 5-10 years. Spectrum would have to focus more on rechargeable batteries. Spectrum operates in areas which are highly fragmented and seasonal. Seasonal fluctuations in the battery and shaving markets, restricted sales to December. Since with its spate of acquisitions it has acquired a wide product mix it would be better if the sales force are trained to cater to this product mix. It may be cost-intensive and time consuming initially but cross promotion is possible with the trained sales force in the long term The new sales force structure would be...
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...citation for each article. Answer the following questions and respond to at least two of your classmates’ postings. • What is the rationale presented for the changes? What are the internal and external pressures considered in the change? • Compare and contrast the rationales from each article. What are the commonalities presented? Are some presented as more legitimate than others? • To what extent are single versus multiple rationales utilized? What conclusions do you draw from this? 2. Force Field Analysis Find at least one significant article related to either downsizing, implementation of a new technology, or a merger or acquisition. Provide a complete APA citation of the article. • What are the key driving forces? What are the key restraining forces? • Prepare a force field analysis graph (see Figure 5.9 from your text). • Think about how to implement the change by increasing drivers or reducing restraints. • Describe and discuss the change in terms of the force field analysis in 200 words or less. Respond to at least two of your classmates’ postings. ________________________________________ Assignments To complete this assignment, go to this week's Assignment link in the left navigation:...
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...Executive Summary This analysis report offered a general overview and evaluation on current situation of Parkin Lab, an Indian innovative generic pharmaceutical company started in 1978. The report covered the main problem, which Parkin was facing was low sales revenue and decrease of profits due to the Drug Price Control Order (DPCO) 2013 and keeping increase of operating expense, and whether Parkin needs to implement a sales force effectiveness program to increase the sales volume. After the analysis of Parkin's current lab comparing to its competitors, Parkin slowed down its sales revenue growth while its competitors were decreasing the sales revenue. And Parkin had strong products line and best sales team. However, its sales force didn't work effectively and efficiently. A thorough investigation found that some MRs didn't allocate their focus on each class of customer properly and manage their time efficiently such as too much on waiting, and that MRs didn't implement the marking plan correctly. In order to improve the SFE, a new operating model should be implemented. Firstly, Parkin needed to find out the main drivers to SFE. Then it should testify if the main drivers and performance of high performer went towards its marketing plan. If so, Parkin could confirm that their marketing plan and strategies were at the right direction. Later on, Parkin should set up performance of high performer as a benchmark. By being trained and monitor, low and average performers can...
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...aircraft shall be either an aircraft in respect of which a Certificate of airworthiness or validation has previously been in force under the provisions of the Regulation, or an aircraft identical in design with an aircraft in respect of which such a certificate is or has been in force. (2) The aircraft shall fly only for the purpose of enabling it to: (a) qualify for the issue or renewal of a Certificate of airworthiness or of the validation thereof or the approval of a modification of the aircraft, after an application has been made for such issue, renewal, validation or approval, as the case may be; or (b) proceed to or from a place at which any inspection, test or weighing of the aircraft is to take place for a purpose referred to in sub-paragraph (a). (3) The aircraft and its engines shall be certified as fit for flight by the holder of a licence as an aircraft maintenance engineer entitled in accordance with the provisions of the Fourth Schedule so to certify, or by a person approved by the Civil Aviation Authority for the purpose of issuing certificates under this condition. (4) The aircraft shall carry the minimum flight crew specified in any Certificate of airworthiness or validation which has previously been in force under the Regulation in respect of the aircraft, or is or has previously been in force in respect of any other aircraft of identical design. (5) The aircraft shall not carry any passenger or cargo...
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...Drug Video Summary Overall this video was pretty interesting and informing. The film starts by telling us how we can make money selling drugs and briefly goes into each of the stages of drug sales. It attempts to be humorous by giving us simple directions on how to climb the drug ladder and be a successful drug lord. It also informs us on how some of the police work is done and some judicial processes that take place for an ordinary drug bust, again informing the audience on how to avoid getting caught. During the second half of the video we further investigate how the DEA does a typical drug bust and we are informed to some of the horrors of these raids. Many times people who are suspected of being involved with drugs somehow become victims of the DEA planting drug evidence on innocent people who are of no real threat to society. These people are then forced to make a deal with DEA agents in order to eliminate or reduce sentence time in return for going undercover for the agency. In one case a young girl with a bright future ahead of her was killed in this line of action. DEA agents will refuse to admit that they force this dangerous work upon people. In the end I think the primary purpose of this film is to inform the audience of the endless drug war that has been going on for decades and how no good can come of it. Our money would be better spent helping addicts recover and setting up treatment facilities rather than funding the DEA which fuels a hopeless...
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...to study that is related to OB, management or leadership? I’m founder of a little firm based in Italy, after 6 years, started from scratch, I have 4 employees and they work from Vicenza, my city, where the firm is based. We did 500K in sales in 2015. The problem I’m facing is that I’m far from the firm and my employees know it, I need to motivate and empower them in order to leverage the quality and the efficiency of the workflow. I need to be able to rely on them because I can’t be present every day and they are the biggest part of the firm, I’m 1 person and they are 4 (they could be more within the end of the year) Why is this important to organizations? It’s important because every organization, for definition, it’s composed by more than one person, and there isn’t enough time to do all of the task on your own. That’s means that you are forced to delegate to others. The problem is that without the right commitment and power of the people of your firm, it’s almost impossible to succeed in the competitive arena. Identify the other stakeholders involved in this challenging situation. In order to do so I need to interact with my employees and most in general with all of the company’s stakeholders, I have to motivate work force but at the same give us the best environment they could find in a firm....
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...Software for Pharmaceutical Companies" 1. 1. Sales Force Automation System for MedicalSales Force Automation System for Medical RepresentativesRepresentatives 2. 2. MRWebMRWebPlusPlus is an innovative solution to serve the specific needs ofis an innovative solution to serve the specific needs of the Pharmaceutical Industry to increase sales throughthe Pharmaceutical Industry to increase sales through better customer relationship management.better customer relationship management. 3. 3. MRWebPlus deliversMRWebPlus delivers Online ReportingOnline Reporting Ease of UseEase of Use Low Cost of OwnershipLow Cost of Ownership needed to succeed in today’s challengingneeded to succeed in today’s challenging business environment.business environment. 4. 4. Monthly processMonthly process Reports give out meaningful info which help MRs to perform better ASM can generate Employee Activity Report Product and doctor wise details of promotion, Call Monitoring Report etc ASM can generate Daily call summary Territory wise sales analysis etc MR enters Daily Call Report MR makes daily sales calls to doctors ASM approves Tour Program MR enters Tour ProgramMR enters Tour Program for the monthfor the month starts here MRWebPlusMRWebPlus 5. 5. MRs do not submit call reports on timeMRs do not submit call reports on time Collation of data is tediousCollation of data is tedious Productivity of the sales team is unknownProductivity of the sales team is unknown Analysis of data is time consumingAnalysis...
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