How motivate the successful salesperson, Operation Management

Assignment Help:

1. The chapter mentions the theory of transaction cost analysis (TCA). What role does TCA play in the decision to use a company sales force rather than independent manufacturers' agents? 2. The chapter describes the process to follow to develop territories. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes? 3. Although many different kinds of tests exist, their ability to predict sales performance has been weak. How do your account for this?4. A sales representative for the High Speed Technologies is faced with a demand from an important customer that is in direct conflict with company policies. The customer wants several product modifications with no change in price. What can the sales rep do to handle this conflict? 5. How do you motivate sales representatives when money is not effective? What can a sales manager do to motivate the successful salesperson?


Related Discussions:- How motivate the successful salesperson

Explain support of senior management, Project failure can result from all o...

Project failure can result from all of the following causes EXCEPT- A. Support of senior management B. Changes in scope are not agreed upon by all parties involved C. Too

Explain breached claimed contract, On September 1, Jennings, a used-car dea...

On September 1, Jennings, a used-car dealer, wrote a letter to Wheeler in which he stated, "I have a 1955 Thunderbird convertible in mint condition that I will sell you for $13,500

Describe the liability of each party, Upon graduation from college, Bob, Ca...

Upon graduation from college, Bob, Carol, Ted, and Alice formed Kotaku, LP, and a limited partnership, to distribute video gaming software over the Internet. Bob and Carol each con

How do the stop process enter into the planning process, How does the stop ...

How does the stop process enter into the planning process?

Explain percentage must materials cost be reduced, Merk, Inc., produces ele...

Merk, Inc., produces electronics component on an assembly line. The standard cost for the component is $105 (labor $15, materials $60, and other costs $30). The sellings price is $

Explain occasional spills of fatigue and flu, You are a busy partner in a l...

You are a busy partner in a legal firm, and an experienced administrative assistant complains of continued headaches, drowsiness, dry throat, and occasional spills of fatigue and f

Access - customer satisfaction and service quality, Access - Customer Satis...

Access - Customer Satisfaction and Service Quality Involves approachability and ease of contact. It means: the service is easily accessible by telephone (lines are not busy an

A main outcome of electronic data interchange, A main outcome of electronic...

A main outcome of electronic data interchange (EDI) is   To save paperwork by using structured electronically transmitted data.

Finance and the marketing function, Question 1: (a) What degree of aut...

Question 1: (a) What degree of autonomy does the HRM enjoy in relation to its various stakeholders? (b) Is conflict inherent in the relationship between the HR function on

Order losers - operations strategy, Order Losers - Operations Strategy ...

Order Losers - Operations Strategy These are characteristics which denote poor performance in the operations management function and can cause losses in current or future busi

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