Already have an account? Get multiple benefits of using own account!
Login in your account..!
Remember me
Don't have an account? Create your account in less than a minutes,
Forgot password? how can I recover my password now!
Enter right registered email to receive password!
Part 2: Case Floor-Shine Cleaning Products
Case Focus: This case illustrates the use of a sales contest in an attempt to boost sales. Several potential problems resulting from a poorly designed sales contest are demonstrated.
Summary
Vince Coleman, national sales manager for Floor-Shine Cleaning Products, recently asked regional sales manager Bob Herman to coordinate a special fourth quarter sales push in order to achieve projected year-end sales goals. Herman designed a contest to motivate the 20 salespeople in each of his five districts. Salespeople within each district would compete against each other for a trip to a fantasy baseball camp. As a result of the contest, several things occurred to some extent or another: small customers were ignored; dealer loading was encouraged via kickbacks and incentives; one district had a salesperson who landed an early insurmountable lead; unnecessary credit risks were taken, and; saleswomen were not motivated.
Discussion Questions
1. How would you evaluate this contest? What are its pros and cons?
2. How could this contest be designed to have a better chance of being successful?
Christopher's Cranks uses a machine that is designed to produce 100 cranks per hour. The firm operates eight hours per day, five days per week. Due to operating constraints (regu
Identify what HR mechanisms can be introduced in the international firm today to build a strategic business partnership, close the gap between management and employees while bui
what is service concept?
You are the civil engineering foreman in charge of a 24-person group whose charter is to erect 3,000 tents for refugees who lost their homes in an earthquake. You have 10 days to a
For the four basic configurations that follow, assume that the market is demanding product that must be processed by both Resource X and Resource Y for Cases I, II and III. For Cas
Imagine this is the only position of its kind in the organization. From this perspective, design a performance appraisal program to assess your job performance.
Over which of the principle reasons why employees join unions does a supervisor have the most direct control?
Explain functions and objectives of trade unions. Functions and Objectives of Trade Unions: The functions of trade unions are: (i) The provision of friendly services which
Ask question #Minimum 100 words acceptNas food produces to kinds of popular dark chocolate bars. the banana and coffee. the banana bar costs 0.22 to make and sells of 0.35, where a
While patrolling for illegal border crossings and drug dealers, agents of the U.S. Border Patrol spotted 15 to 20 people being loaded into a van at the rear entrance to a restauran
Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!
whatsapp: +1-415-670-9521
Phone: +1-415-670-9521
Email: [email protected]
All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd