Controlling the Sales Force

Boomers International Board: The Economy: Controlling the Sales Force
Top of pagePrevious messageNext messageBottom of pageLink to this message  By Anonymous on Tuesday, October 11, 2005 - 05:59 pm:

You are the regional sales manager of an organization that supplies high-quality windows and doors to building supply centers nationwide. Over the last three years, the rate of sales growth has slackened. There is increasing evidence that, to make their jobs easier, salespeople are primarily servicing large customer accounts and ignoring small accounts. In addition, the salespeople are not dealing promptly with customer questions and complaints, and this inattention has resulted in a drop in after sales service. You have talked about these problems with topĖmanagement and you are going to design a control system to increase both the amount of sales and the quality of customer service.

1. Design a control system that you think will best motivate salespeople to
achieve these goals.

2. What relative importance do you put on output control, behavior control and
organizational culture in this design.


Top of pagePrevious messageNext messageBottom of pageLink to this message  By Anonymous on Sunday, October 16, 2005 - 08:49 am:

could anybody help me with this. I would greatly appreciate it.


Top of pagePrevious messageNext messageBottom of pageLink to this message  By Anonymous on Monday, October 17, 2005 - 01:08 am:

Ten Pillars of Economic Wisdom
by Rich DeVos and Jay Van Andel

A blueprint for understanding the roots of our prosperity

# 1 Nothing in our mterial world can come for nowhere, nor can it be free: everything in our econmic life has a source, a destination and a cost that must be paid.

# 2 Government is never a source of goods. Everything produced is produced by the people, and everything that government gives to the people, it must first take from the people.

# 3 The only valuable money that government has to spend is the money taxed or borrowed out of the people's resources. When government decides to spend more than it has thus received, that extra unearned money is created out of nothing, through the banks and when spent, takes on value only by reducing the value of all money, savings and insurance. (INFLATION)

# 4 In our modern exchange economy, all payroll and employment comes from customers, and the only worthwhile job security is customer security; if there are no customers, there can be no payroll and not jobs.

# 5 Customer security can be achieved by the employee only by cooperating with management in doing things that win and hold customers. Job security, therefore, is a partnership problem that can be solved only in a spirit of understanding and cooperation.

# 6 Because wages are the principal cost of everything, widespread wage increases, without corresponding increases in production, simply increase the cost of everybody's living.

# 7 The greatest good for the greatest number means, in its material sense, the greatest goods for the greatest number which, in turn, means the greatest productivity per worker.

# 8 All productivity is based on three factors: 1) natural resources, whose form, place and condition are changed by the expenditure of 2) human energy (both muscular and mental) with the aid of 3) tools.

# 9 Tools are the only one of these three factors that humans can increase without limit, and tools come into being in a free society only when there is a reward for the temporary self-denial that people must practice, in order to channel part of their earnings away from purchases that produce immediate comfort and pleasure and into new tools of production. Proper payment for the use of tools is essential to their creation.

#10 The productivity of the tools - that is, the efficiency of the human energy applied in connection with their use - has always been highest in a coompetitive society in which the economic desisions are made by millions of progress-seeking individuals, rather than in a state-planned society in which those decisions are made by a hand full of all-powerful people, regardless of how well-meaning, unselfish, sincere and intelligent those people may be.

Our economic system is fueled by people who are passionate about endless opportunities and limitless rewards. These are the men and women who have a fire inside that gives them a buring desire to find a better way to live and work. These are the seekers who will pursue the freedoms available through the American Free Enterprise System. These are the dreamers who are ready to make a change for the better - people who have the courage to ignite the sparks of desire and face the flames of freedom for all.

JUST A THOUGHT FOR YOU TO PONDER
:-)


Top of pagePrevious messageNext messageBottom of pageLink to this message  By Anonymous on Monday, October 17, 2005 - 01:10 am:

You have some answers on the Increasing Motivation topic.


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