Reference no: EM132248136
Assignment -
Joan discovers the need to plan ahead and keep tabs.
Joan Simon has just been promoted to the position of sales manager in charge of eight sales representatives, two key account managers and three merchandisers.
As a key account manager before her promotion, all she needed to look after was herself, making sure she serviced her customers properly, that goods were delivered, that they sold well and that her customers received the sales and merchandising support she deemed necessary. A simple spreadsheet system plus diligent use of her diary had always sufficed.
But now she is the sales manager, she has a whole team to look after, as well as all the sales in the territory, product promotion, expenditure, business development and the like. The first thing she has to do, she decides, is set up some planning and monitoring systems - systems that will quickly and easily give her the information she needs to manage the sales function. How her predecessor had managed, she couldn't imagine. He just kept track of everything in his head.
Joan begins asking around. Her secretary suggests setting up a computerized log for each representative and key account manager, showing their sales to date against their budgeted sales. In that way she will know who is meeting their targets and who might need a 'bit of help', or 'jollying along', as she puts it. Her secretary also suggests a similar log for each customer, showing not only the customer's purchases but also the customer's credit situation. That will help her cash flow budgeting.
Joan's sister suggests she track her team's annual leave and sick leave on a large wall planner.
Joan's manager suggests she develop a simple computer spreadsheet to track her main items of expenditure to ensure that they remain within budget. He also suggests that she apply management by exception principles with each of her staff and incorporate them into her department's weekly summaries for the management team.
On her way home, as she mulls over the ideas, it occurs to her that she should also plan the year's promotions for the organisation's customers. 'I should probably get the team to help plan that, since they're the ones who will be managing the promotions,' she thinks.
Assessment Task 1 - Identify the series of plans Joan is considering based on the case scenario. Recommend any additional business plans that should be introduced to make a successful transition.
What formal and informal planning and monitoring systems do you think would be most suitable for Joan's needs and why? Consider all types of planning, including, for example, contingency and prevention planning.
Analyse the strengths and weaknesses of the range of business planning systems you have selected.
Approximately 1000 words.
Assessment Task 2 - How should Joan go about establishing effective planning and monitoring systems for her department? What should her first steps be?
Recommend a series of evaluation and performance measures she should include. What are some methods of linking these evaluation and performance measures to documented indicators in key result areas?
Approximately 500 words.