Explain how would you evaluate this contest, Operation Management

Assignment Help:

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?


Related Discussions:- Explain how would you evaluate this contest

Discuss the parties have avoided violation of the franchise, Omega Computer...

Omega Computers, Incorporated is a franchisor that grants exclusive physical territories to its franchisees with retail locations, including Pete's Digital Products. Omega sells ov

Explain essentially relativism reject the notion, Essentially relativism re...

Essentially relativism reject the notion that there is are no absolutes that govern our behaviour. How then do we determine how we behave? How reasonable and plausible is this posi

Define what will be the average number of jobs in the system, A single mach...

A single machine work center has five jobs assigned to it. They are labelled, in the order of their arrival in the shop, as jobs A, B, C, D and E. The work center may work on only

Explain what are the objectives of work-center scheduling, 1) What are the ...

1) What are the objectives of work-center scheduling? 2) Distinguish between a job shop, aGT cell and a flow shop?

Sffdfd, Why mary parker follett ideas tended to be popular

Why mary parker follett ideas tended to be popular

Factors for plant location choice - proximity to market, Factors for plant ...

Factors for plant Location choice - Proximity to Market Organization s may choose to locate facilities close to their market, not merely to minimize transportation costs, but

What is utility of computer aided design, Q. What is utility of computer ai...

Q. What is utility of computer aided design to manufacturing operations? Computer aided design (CAD) automates the expansion of new product designs quicker. While integrated wi

Explain the nature of barriers to entry, 1).Under what environmental condit...

1).Under what environmental conditions are price wars most likely to occur in the industry? What are the implications of price wars for a company? How should a company try to deal

Chase plan, Chase Plan The workforce size is varied as per to demand k...

Chase Plan The workforce size is varied as per to demand keeping the use of workers and inventory size constant. During months of low demand the workforce size is decrease and

Write Your Message!

Captcha
Free Assignment Quote

Assured A++ Grade

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!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd