Question 2: steps for negotiating with the RD and Reps
- Selling software. The company had seen a rapid reduction in the sales of their primary electronic products. It was time that the company focuses on upgrading their primary equipment that had been sold to its consumers over the years. Upgraded versions of their software would work faster and be more effective than the original software used in the electronics. With this strategy, the company could induce a resale program to its consumers in history, helping them maintain their consumer base and sales.
- Developing new products. The competition was at its rise in the early 2000s. Instead, the company would offer different products in the market or be wiped out by the stiff competition that was narrowing down its demand. Selling new products would mean less competition as well as better bargaining power.
- Adopting low-cost products. The prices of the company’s products were primarily on the decline. The company needed to come up with cheaper products that could help retain its consumer base. This could be done by reducing the production of its high-end products and adopting cheaper versions of the same products to attract new consumers while evading raging competition.
Question 3
I would terminate him. The idea of being liked by customers was not significant to the primary goal of the sales rep in Jim’s position. His performance was low, and despite spending most of his time with the DM, Frank could still not make any significant changes in his work. According to Jim, Frank could not create meaning for the products to the consumers. He was more rigid to uprising conditions and maintained a low performance throughout his period despite having been at the company for a significant amount of time. He was unable to maintain leads, and the situation was difficult for him to handle as it became complex.
Question 6
As Jim, it is important to schedule the events of the day according to their importance to the success of the district as well as improving his progress. Managing the Reps seems to be more compelling than any other task. This should be allocated time throughout the day to ensure that all reps have their work flowing without many problems. Monitoring of sales activity is important once all the reps are good to go since they have a set target to reach. It is important to maintain the chain of command at work; once his basic duties are over, DM can only go for sales calls once there are no matters to handle regarding the leadership scheme of the company with his superiors or juniors.
Pilgrim Drug Company
Question one
- Sales team. Thomas should work hard to establish close relations with the team of sales representatives working for him. A strong and coexisting team that is well managed and supported is likely to perform better. Maintaining close contact with this team will help build trust and facilitate the sharing of information and marketing techniques.
- As a sales manager, monitoring performance is an essential part of the job of a sales manager. The primary aim should be to focus on increasing the sales of the district to reach the performance of the other districts and achieve his projected results of doubling the efforts of the former official.
- Ensure effective communication flow within the company. Coordination with the superiors is important for running a department. This can help him get support from the managerial staff above the hierarchy.
Question 2
Thomas should have taken time to go through the requirements and roles of a sales representative to help him patch up what he was meaning. Similarly, he can help him understand how the job is done. Since Dave can still identify the positive attributes of Clifford, he can re-establish a training for him and have him acquainted with the job; he can still work under close supervision and support to help him increase his performance. Working with Clifford can encourage him and help him increase his sales and meet the average sales for the quotas. Clifford can still make more sales through support and encouragement.