Read the scenario, and then answer the questions that follow: Imagine yourself a
ID: 349844 • Letter: R
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Read the scenario, and then answer the questions that follow: Imagine yourself as the mobile phone department supervisor at Excite Electronics in the Avenues. Your sales team have been doing a great job selling most of the products they have on display. The only phone they weren't able to sell was the Blackberry. Blackberry headquarters have called and said you have six months to sell 120 new Blackberries or they will pull all their products from your store. This will cost the company a lot of money 1. Clearly develop the performance plan, the goals, and the KPI that the sales team need to follow. (1.2) The sales team is now worried about being unable to reach that goal. They want feedback and encouragement on how well they are performing. You don't have a big budget to reward them so you need to reward their efforts in different ways. 2. You call them in your office to encourage them and provide them with the feedback they need. You also offer a way to reward their individual and team efforts. What do you say? 3. Now imagine you have a big budget to spend on rewarding your sales team. How can you encourage them and reward them? Explain two methods you can use to motivate the team. One of your sales staff has become unmotivated and started to either come late to work or not come to work at al. You, as a supervisor, would like to change this behaviour . What are the steps you need to take to record the salesman's performance and assess what changes need to be done? s. You find out, by studying the McClelland theory of internal power. What motivations, that the salesman has a need for can you do to motivate him?Explanation / Answer
1. The team of people are selling mobile phones in good number, which is good. But the only problem is they are unable to sell the mobiles from Blackberry and receive the danger signal from Blackberry. Now it is the time to call all the sales people and ask their openions, facts about Blackberry, why customers do not go with the brand. Once the facts were collected, next it is your turn to prepare a sales sheet for Blackberry. There is plenty of time (i.e. 6 months) use the time to create awarness among the trusted and regular customers. You ask the sales team to keep on stress about the good features of Blackberry on the holding and displays. This must be go atleast for the first month, next target on those customers who enters into shop with no idea or no specifications about brand but need good phone within their budget. It may work if all the people practices regularly and constantly.
2. Now prepare a rewards sheet for them by liking the Blackberry sales. The target is simple, at least one mobile sale from each salesmen per a week. If it happens they will provide a surprice gift which is unique for all, never been offered and provided. The benefits like providing additional leave for a day, or some little financial incentives etc.
3. If we really have big budget to reward the sales team, then the work become more easier. There are plenty of opportunities- to both customers and to the sales team also. My plan is, from the total rewarding fund, half will be allocated to the customers who buys Blackberry phones. They will provide a coupon which allow them to get a lucky drop and gets a chance to prizes. The second alternative is, sell the phone at deep discount to the customers or provide surprise offers to the cutomers. To the sales team, they will get full incentive to each phone they sold in terms of financial rewarding. The team have few loyal customers, who buy mobiles with the team suggestions. it is better to focus on those and sell the products. The benefits to saels team includes, good financial incentives, holiday trip with family (the sales target reaches), additional holiday in a week, gifts like any items they are looking for which is in budget etc.
4. I just remind all sales people, take the challange with spirit and work to achieve the target. If we want to win the game, we must remain in the game till the end. If we exit from the game we never win it. Try your level best, without any limitations, the remaining all will be take care of me. Do not take it negatively and do not go outoff work with this kind of reasons.
5. Internal power may be alloted to someone else, but it must be in a way that the firm should be benefited. But instead of this, if the employees fight each other and do not work well, it will become a threat or drawback. Hence now, i wont prefer to provide power to someone else in the team.
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