Essays on Force Management

A truly good Sales Compensation Plan is called to keep the current salesmen and motivate them to work effectively. Moreover, the plan must be also suitable for the company’s financial opportunities, meaning that small firms may not afford large salaries and incentive payments. In one of the Harvard Business Reviews, and ideal plan is determined to be a contextual—tailored to the type of company’s business and the stage of its growth (Roberge, 2015, n.p.). There are also some criteria that must be present in every sales compensation plan. Specifically, the plan must be simple and clear ...

Once recruiting, the firm looks for certain personal qualities in the candidate. No matter how good is the candidate, there is always a lot he must be trained for, which is more any business must promote and follow the highest ethical standards and values (Johnston & Marshall, 2013, Ch.10). Statement of Ethics, declared by the American Marketing Association (n.d.) lists the main ethical norms and values to be followed by every salesperson. Among the six values listed, I would emphasize on the following three to be mandatory for the effectiveness of my sales force: responsibility, respect and transparency. Responsibility refers ...

Discussion 4: Leadership Challenge: Characteristics of the Great Salesperson.

What qualities and characteristics do you think are important for a new salesperson at Logistics Logic? Why? Most companies seek for the best employees they can get, as human resources are the most valuable assets of any organization. Hereby, large investments is made in recruiting, educating, training, and compensating the best of the workers. Although, there might be different risks to lose the investment due to employee turnover or a mismatch of the person to the position occupied. Therefore, companies do all possible to reduce the turnover lost, but enroll and keep the best employees. Talking about sales management, ...

Which concepts covered in the textbook and Power Points were important to understand for the simulation, and why?

I played the role of a reseller in the Simulation. The first step of the simulation was to set up 12 international sales offices and/or regional web-centres for e-Commerce. This required me to understand the process for conducting Facility Location Analysis as detailed in the textbook, which is a part of Logistics Network Design. A site location would affect the time and place relationships between facilities, markets, or between supply points. It could also impact the transportation costs, service, and inventory requirements . The Power Points talked about the specialized functions that are needed for both the resellers and the ...

Introduction

Selling is an activity in the area of business that has paved way for heated debates between those involved directly and those who are involved indirectly. Due to this closeness to the concept of selling many individuals often have strong and misplaced opinions of the sales people and selling in general, and it does not come as a surprise that these misgivings are believed by people who have engaged in selling their whole lives. Processes and activities that assist an organization to efficiently and effectively run and support its business objectives and strategies is what is known as sales operations ( ...

ORGANIZATION AND METHODOLOGY

Program: B.A in Hospitality management and marketing Project overview: this is a group report which entails the management of sales force of a travel agency. The components to be managed include motivation, organization, and prospecting.

Overall aim: to aid students in managing sales force

SALES FORCE MANAGEMENT Introduction Background The international travel agency is currently experiencing sales force problems in the sales department. The president of the organization was concerned about the performance of the sales force, this is attributed to the feeling that the sales representatives of the organization did not adequately use their positions and opportunities. Basically the problem was associated with the sales ...

Introduction

Strategic workforce planning, systems approach and succession management are techniques used by organizations to manage their labor force. These workforce management techniques are utilized for different objectives within an organization. The time taken to implement them also varies.

Systems planning

This is a management technique whereby a firm is considered an interconnected objective unit made up of several sections. This technique allows the organization’s leadership to view the company as a unit in the corporate environment. In this system, the smallest activity in one of the sub-sections contributes to the success of the organization. This kind of system helps the management to efficiently ...