Reselling properties owned by motivated sellers

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Reference no: EM132252528

Timeshare selling has become a difficult business for many reasons. Chief among these are the ongoing fees, taxes, and other expenses owners incur. In fact, prices for re-selling timeshares are often extremely low...even going so far as to be given away by owners unable or unwilling to pay these ongoing expenses. This can obviously impact the market for full price timeshares.

Selling strategies are generally similar, with free weekend stays for listening to a sales presentation while prospects are there. While the situation at the LaJolla property in the case is unknown, inconsistent sales suggest this could be one of the problems, possibly along with pressures in the overall economy. With this as background of a possibly challenging selling situation, the Land Escape Vacation Club Minicase is about motivating salespeople at different career stages. Read the case and answer the 4 questions below, which have been somewhat modified from those in the text:

1. In what career stages would you place each of the three salespeople and why?

2. If you were the sales manager, how would you motivate each salesperson? Explain your recommendations. Are there any cost variations that might result, and, if so, how would they be handled?

3. Is it likely some form of motivation would work with all of them as a group? If so, what form of motivation would you recommend? If not, why not?

4. If selling for Land Escape does sometimes involve representing and reselling properties owned by "motivated sellers", would motivation vary for sales made at especially low prices and presumably lower commissions?

Reference no: EM132252528

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