Chapter Four: Breakout Question 1 Page 134
As a manager, it is hard to motivate people, but one can affect and inspire motivation. Sales persons are highly motivated by money. However, when money is not effective, a manager can focus on creating conditions in which the sales persons will be motivated. The manager can use strong motivators like recognition, which should be done when one achieves something. In addition, a well designed compensation plan will motivate the sales people to work hard because they are assured of their job security. Therefore, when money is not effective, a manager should ensure that sales people are motivated by being provided with good working ...view middle of the document...
Restricting sales representatives to be having a bachelor’s degree will limit the company from acquiring enough workforces. This is because it is difficult to find a bachelor’s degree holder willing to be a sales representative. For this description, I would have suggested that the sales representatives should be at least diploma holders, specifically in sales and marketing. Representatives with knowledge on digital video games would also be considered. In addition, I would add that the representatives should have undergone any sales representative training in the last two years
Apart from Shirley sources, the company can obtain other applicants by making advertisements through the daily newspapers, radio, and television. These sources will help the company reach numerous workers who are spread all over the country.
Chapter Nine: Breakout Question 3 Page 290
Women and other minorities encounter various challenges in their role as sales people or sales manager. Family roles hinder women from fully exploiting the opportunities in sales career. Traditionally, women are expected to be close to children hence denying them enough time to explore their career. Second, women do not have enough mentors in sales field because the number of successful sales women is low. Third, vices like sexual harassment limits women from pursuing sales jobs. Finally, the existing perceptions on sales jobs are an obstacle. For instance, successful sales women are viewed as tough, difficult, hard and cold, characteristics labeled for men.
Chapter 10: Mini-case: Fletcher Ball Bearings, Question 1 Pages 357, 358 and Breakout Question 3 Page 354
Chase should have informed the board that training of sales representatives should be done consistently with the changing market needs. Market changes on daily basis and thus creating a need to regularly train sales representatives. In addition, it is hard to predict sales. Training sales representatives is one way of preparing for these uncertainties. To justify its costs, Fletcher can measure sales training program using the return on investment model. In this model, a sales representative accountability is measured. It...