...painful experience I have ever had purchasing a car, taking less than 3 hours from start to finish, and now I have a car I can count on to transport my family on a daily basis. Mike Young made us the day and changed a bad experience (with another dealership) for the best. It was at the end of the day, of a business day, and we left from Toyota of Kirkland with a new 2014 Highlander I was looking for. I appreciate the honesty and integrity the salesperson and the others at the center provide myself even providing us with snacks and beverages. (Lets just say that buying a car takes hours, and one gets a little hungry and thirsty heh.) Last summer I was shopping for a gift for a friend of mine. I went to the Gucci store in Beverly Hills on Rodeo Dr. As I entered the Gucci store I didn’t get any help. There weren’t any workers available. Finally a lady asked me if I needed help. She helped me with the gift for my friend. We found a very beautiful purse. I purchased the purse and when I was about to leave the sales person recommended that I check one more purse for myself which they just received. She was showing me the purse and explaining all the best sides of it, the quality, and perfection. Originally I wasn’t going to buy anything for myself, and also knew that the sales person can advertise their products the best way they can. That...
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... organizing, staffing, leading and control. Each one of these functions is applied to make sure that the organization is successful with hitting the goals, within the organization. This helps with employees, managers, supervisors and also human resource, to make sure that the organization is successful and the organizational goals are achieved. The company that I have worked for is called Insurance Quote Exchange; I will discuss how this organization used the five management concepts within the organization. Insurance Quote Exchange was a very small organization, it consisted of the CEO, human resources, manager of sales, manager of marketing, marketer, manager of technology, supervisor for customer service, and sales representatives. This organization consisted of twenty -five people, and I was the only customer service representative in the organization. Planning was important in this organization, there was many meeting being held with the CEO, human resources and all of the managers in each department. Insurance Quote Exchange was and website lead provider for insurance agents, many of the meetings consist of technical change to the website, competition between other lead providers and profits be made by the organization. They planned and had many meetings, they made sure to examine the strengths and weaknesses within the organization. According to Baack (2014) “Managers use planning to choose appropriate organizational goals and identify courses of action...
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...is an effective system to attract sales people. Sales people who are aggressive tend to favor commission-based pay. Sales people who excel at sales will favor the compensation system because they are willing to accept the risks associated with low sales. b. The compensation system at Collegiate Promotions is an effective system from the employee’s point of view. Employee’s willing to accept the risks of low sales favor commission because it has a major advantage over salary. Commission compensation usually results in higher pay than salary compensation. c. The compensation system is an effective system because the commission range for the sales of novelty goods is up to fifty percent of the sales total. Sales representatives at Collegiate Promotions receive a commission of half the amount charged over the wholesale price. The compensation system at Collegiate Promotions is effective because it does not include a base salary so sale representatives earn fifty percent of the amount charged over the wholesale price. d. The compensation system is an effective system because sales representatives are not employees of Collegiate Promotions. Sales representatives work for themselves and have independent contractor status. II. Most sales representatives will choose to either sell at the top or the bottom of the price range. a. The following are reasons a sales representative might sell at the top of the range: 1. A sales representative might sell at the top of the range...
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...MICHAEL BEER ELIZABETH COLLINS Engstrom Auto Mirror Plant: Motivating in Good Times and Bad There had been several rough quarters at the Engstrom Auto Mirror plant in Richmond, Indiana, a privately owned business that manufactured mirrors for trucks and automobiles and employed 209 people. For more than a year, plant manager Ron Bent and his assistant, Joe Haley, had focused their Friday meetings on the troubling numbers, but the tenor of their May 14, 2007, meeting was different. Both men sensed that they now faced a crisis at the plant. Bent was talking animatedly to Haley: “This is the third productivity problem in, what, two weeks? We can’t climb out of this downturn with performance like that.” He scowled as he signed the authorization to air-freight a large order to the Toyota plant where Sam Martinez managed the assembly line. The difference in cost was astronomical, and it had been necessitated by the slow pace of productivity at Engstrom, which meant in this case that a job due for completion on Monday wasn’t completed until Thursday. But Bent couldn’t afford to make a late delivery to Martinez; he was a prized but demanding customer who had designated Engstrom as a certified supplier one year earlier. Only one other supplier for Martinez’s plant had achieved certified supplier status—a recognition of both extraordinary reliability and quality. The worry lines on Bent’s face deepened. Certified status meant that Martinez had personally authorized Engstrom products...
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...and other salespeople in an attempt to become the best salesperson and get top pay. Unethical acts could include lying, cheating, misrepresenting the company, and other deceptive acts. b. With the straight commission based structure, turnover may be high because employees may seek other sales jobs if they are not doing well or if the other job includes a base pay, benefits, or other incentives that the straight commission job does not offer. c. Straight commission jobs may present financial difficulties to the employee because income is so uneven. Take home pay can be high one month, but low the next month if sales is not good. Employees may eventually get tired of the ups and downs in pay and may not seek long term employment with the company. II. Most sales representatives will choose either to sell at the top of the bottom of the price range. a. The following are reasons a sales representative might sell at the top of the range: 1. To obtain the highest commission and take home pay as possible. 2. To differentiate their product as premier or top of the line. 3. To be the top sales person. b. The following are reasons a sales representative might sell at the bottom of the range: 1. To offer low price products that would encourage consumers to purchase more items. 2. To differentiate the product line as low and affordable, in an effort to increase clientele....
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...throughout the UK. Whilst based at their headquarters in Hertfordshire, part of your role is to visit the regional sales offices and to audit their HR processes and practices. The company has experienced sound levels of growth in recent years and has experienced growth in turnover of one-third in the last three years. Prior to your appointment, the HR manager worked alone, aside from an administrative assistant, involved primarily in advising regional managers on recruitment and selection, conducting induction and ensuring that the company’s policies (such as health and safety and equal opportunities) complied with legislation. Typically, she would only visit regional offices to attend disciplinary or grievance meetings. Whilst the company has broad guidelines on how each department is managed, the general attitude among senior management at HQ has been that as long as each office is performing adequately, they are happy not to intervene or get too involved at regional level unless directly asked to do so. However following the recent growth of the firm from a relatively small, tight-knit organisation to a larger, more bureaucratic company, the senior managers are keen to introduce a ‘performance culture’ into the firm and to formalise and standardise its key HR processes. As part of an ongoing process of reviewing HR policies and practices at the regional sales offices, you have been asked to compile details of the way in which reward is handled in each office with a view to...
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...Sales and purchasing management Name: Institutional Affiliation: Introduction For the company to be able to make a good evaluation of its annual performance, the following need to be examined; the sales growth, average sales per call, sales per physician, and the selling expense as a percentage of the sales. Sales growth The average sales growth is determined by taking (Current period net sales- prior period net sales)/ prior period net sales* 100%. From the data, the total current net period is 3,529,000 while the net sale for the period is 2,815,000. Hence the sales growth (3,529,000- 2,815,000)/ 3,529,000 *100% = 20%. The company anticipated growth rate for the year is 20%. From the projection, 20% percent is fair for the overall company, but when examined for each sales rep it might seem to be an insignificant figure towards the company. Sales per call The average sale per call is used in determining the amount of money that the sales representatives are making for each call that they make. It is computed using by taking; Average sales per call= Total sales in time periods/ Total calls in time periods. 3,529,000/9,300 = 379.5 per call On average, each call from the sales representatives is generation 379.5 USD per call. Still it is not for the company for the company to generate...
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...over-the-counter market. There are seven sales districts within the organization with a total of forty sales representatives. Each receives a salary, fringe benefits, and commissions of 0.5 percent of their dollar sales volume up to their sales quota. Field sales efforts are extremely important and quality control is critical with supplying the plater with the processed chemicals. These services are provided by the sales representatives of the firm. The northeast district sales manager had recently been persuaded to take early retirement and had been replaced by James Sprague. He has directives from the national sales manager to be responsive to the company’s sales plans and policies, improve the district’s profit performance, and to manage a group of sales representatives who are older, more experienced, and not very happy about his promotion. Problems concerning Hanover-Bates Chemical Corporation James Sprague accepted the position knowing what was ahead of him. He knew that his northeast district (District 3) had some problems that needed to be addressed. The first of those problems was profit performance. Although his district was ranked third in dollar sales, it ranked last in profit performance out of the seven districts. This was one area that the national sales manager expected him to correct. The second problem dealt with management. The last manager for district seven did not support the sales plans and programs developed by the national sales manager. It is...
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...solution…………………………………………………16 Conclusion………………………………………………………………………....21 Executive Summary Barilla SpA, an Italian pasta manufacturer is experiencing problems in manufacturing and distribution systems caused by fluctuations in demand. To eliminate these difficulties Giorgio Maggiali, the Chief of Barilla’s Logistics Department, has been trying to implement the Just-In-Time-Distribution, further referred as JITD, system proposed by his predecessor Brando Vitali. JITD can be called a remake of popular “Just-In-Time” manufacturing concept. Although Maggiali has been trying to convince his consumers that the JITD would definitely work, he has not made much progress. The program was met with significant resistance by the distributors and Barilla’s own Sales and Marketing organizations. Now Maggiali is looking for possible solutions of the problem. In the following analysis we will provide recommendations, which will help Barilla to successfully implement the JITD system and thus decrease its costs, increase efficiencies and its profits. Introduction Barilla SpA was founded in 1975 by Pietro Barilla. From a small shop in Palma, Italy, it became a large, vertically integrated corporation with mills, plants and factories located throughout the Italy. Barilla’s...
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...to buying the product. Meanwhile, based on checking customer background, company easy to define who will be potential customer. Potential customer need to emphasize because their willingness on buying new product is higher than a new customer. Potential customer know the company very well, they tend to invest more on trying new product. Serving valued and potential customer is easier than looking for a new customer which needs to start from the beginning. It costs 5 times more to obtain a new customer than retain an existing one. There are some negative effects will reduce service to some customer. Tom Unger called the bank’s toll free number to clarify his mysterious service charges showing up on his bank account, he reach a bored representative who try to brush him off. Tom Unger wrote two letter to make a complaint, a First Union spokeswomen call back him and just simply answer Tom Unger question and make him feel that the staff wouldn’t give him a courtesy on listening him problem. At that moment, Tom Unger knows that he was not priority customer of the heap and chooses to leave this bank. Customer who feel that organization not cares about them, slowly they will quite the organization and look for a better one....
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...European Business Law 1! ! Introduction to international business law and elements of contract formation! ! ! ! ! Useful for :! • Business relationships depend upon legally binding agreements! • Being aware of contract traps (avoid business troubles)! Law > Contract Law > French contract Law > International Contract Law (comparative law / Unidroit principles / Vienna Convention) > Common Law ! What is a contract law?! 3 main ideas = A contract is act of Freedom / of Willingness / of Foreseeability! 2 main principles = Principle of obligatory force / of good faith! Problems when negotiating a contract :! Is the negotiator empowered?! Severability or not?! Confidentiality or Non-disclosure agreement! ! A Contract is an agreement between 2 or more parties that is binding in law! ! When does a contract come into force? => Agreement on essential terms! ! BEFORE : Elements of contract formation! ! Offer and Acceptance ! ! ! An offer accepted is a contract / A statement of willingness to contract on specified terms! • Express / implied offer! • Adressed to one particular person, a group of persons, or the world at large! • Offer and Invitation difference to treat (= advertising)! Revocation of an offer : ! • Withdrawal of the offer : An offer may be withdrawn at anytime before acceptance! • Lapse of time :! • Where a time-limit : the offer automatically falls on the expiry of that time-limit! • Where no time-limit : An offer only remains open for a reasonable time! • Rejection...
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...Pennsylvania. McConnell had recently become credit manager of the mid-Atlantic branch office, where he assumed full responsibility for initiating and supervising the branch's credit policies. When he assumed this position, McConnell had asked the five credit representatives who had been handling the branch's accounts on their own to submit to him for review a few borderline credit accounts waiting for credit limits to be established. McConnell believed that his decision and method of analysis might prove helpful in setting the tone of future operations in the credit department. Therefore, he planned to write out his analysis and decision so that it could be circulated. The Allen Distribution Company, a subsidiary of the Allen Electric Company, one of the nation's largest manufacturers of electrical appliances and lighting equipment, was a national wholesale distributor of the parent company's products. Merchandise sold by the Allen Distribution Company ranged from refrigerators and television sets to electric light bulbs. Its competition included other nationally known wholesalers and small regional wholesalers of the Allen line, as well as wholesalers of a number of competing product lines. The parent company sold goods to the Allen Distribution Company on the same terms as to independent wholesalers. Allen Distribution in turn usually sold its merchandise at the wholesale prices and on the terms suggested by the parent company, as did most other wholesalers of the Allen ...
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...I. BACKGROUND OF THE COMPANY Avon was founded in year 1886 by a New York book salesman named David H. McConnel and it was originally known as California Perfume Company. McConnell immediately began to build a door-to-door sales force for his new company and hired Mrs. P.F.E albee as its first sales agent. Its first office located in New York. By 1906, CPC had 10,000 representatives and selling 117 articles in 600 styles and package sizes. Montreal, Canada. In 1937, David Jr. became the president of the company and he changed the name to Avon Products Inc. in 1938 after the British town, Stratford-upon-Avon. Among the earliest products offered under the brand name Avon were a toothbrush, talcum and a vanity set. Now, the company home office moved to Fifth Avenue, New York. Since then, after 1950s, the company had expanded its business to Puerto Rico, Venezuela and in 1970s, expanded to Japan. In 1979, Avon purchased the jeweler Tiffany’s to add varieties to its line of products. In 1990, Avon became the first manufacturer company to stop using animal testing in its products. Now, Andrea Jung has become the first woman to be Chairman in 2001 and CEO of Avon since 1999. Avon Products Inc. is a cosmetics, accessories, and home products manufacturer and marketer. It has a greatly expanded product line that includes jewelry, wearing apparel, and home decor items. It now operates in North America, Latin America, Europe, the Middle East, Africa, the Asia Pacific, and the People's...
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...Situational Leadership Suki Andrews, Sales Supervisor, Listo System Introducation Leadership style is a form of cross situational behavioral consistency. It refers to the manner in which a leader interacts with his/her subordinates. It is the ability to influence a group towards the achievement of goals. Leadership style is fixed, that it is, either relation oriented or task oriented. Situational influences thus constrain the leader who must adapt his or her style of leadership to the situation at hand. However, leaders must first identify their most important tasks or priorities. Leaders must consider the readiness level of their followers by analyzing the group’s ability and willingness. Depending on the level of these variables, leaders must adapt the most appropriate leadership style to fit the given situation. Analysis of Findings Suki Andrews supervises a unit of sales representative at Listo Systems, a graphic service agency. The performance of her sales officers have declined and daily tasks have also been neglected by them. Customers complained for not completing their invoice orders quickly enough. Suki sets meeting with her sales representative and listed a problems that were occurring. She reminds that their unresponsiveness and omissions could result in major financial hardship for the company through a loss of sales and customers and reviewed the schedule for daily tasks and invoice procedures. Due to the working performance of her sales officers she takes decision to...
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...Question 1 Page 4: Question 1 Page 5: Question 1& 2 Page 6: Question 2 Page 7: Question 2 & 3 Page 8: Question 3 & 4 Page 9: Question 4 Page 10: Question 4 Page 11: References & Bibliography BACKGROUND OF UCB Formally as Union Chimique Belge when it began in 1928, UCB was one of the largest concerns in Belgium. Being associated with one of the oldest chemical factories in Belgium, UCB had grown by acquisition of other companies. The organisation was split into three different sectors; Chemicals, Films and Pharma with Pharma being the biggest market as they moved into two therapeutic fields; allergy and neurology. Priding itself in its flexibility and ability to adapt, UCB saw sectors such as Pharma’s sales growing by 20% with a profit margin of 28% adopting the philosophy of taking ‘speed of action’ when it came to developing new information systems across the entire organisation. The company was known for its practicality as it looked for ‘quick wins and identifiable value in everything that it did.’ 1. Use the case study to identify one example, either of a business process or of a decision making area that is supported by IT /IS within UCB. Describe your example (along with a technical diagram or specification) and evaluate the benefits and issues/disadvantages of IT/IS support for this example. Figure1 Figure1 DECISION MAKING PROCESS: HELP DESK SUPPORT Intelligence | -Limited languages system-Basic...
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