Beruflich Dokumente
Kultur Dokumente
IMAGE International
Group V
Situation Analysis
IMAGE International manufactured a wide range of office copiers priced from $12,700 to $500,000 Company has 6%(small but profitable) market share
Preferred by customers who value speed, definition, highspeed output and styling Companys US sales force was one of the best in the office machine industry Collage graduates , young (between 28-40yrs) and Successful
Page 2 Marketing of Services | Project Proposal
New Hire
Sales reps
One-week refresher course each year Two days field training visit and performance review each month
Page 3
Philosophy emphasized on
No reports except under special circumstances No assigned quotas Encourage weekly discussion on all work-related problems
Page 4 Marketing of Services | Project Proposal
Salary Structure
Post District Sales Manager Sales Reps Basic $130000 $78000 Commission NA $50000
Expenses
reimbursed
Blazers
($1100 cost)
Medical
Benefits
Insurance
Existing Scheme
Providing golf lessons who wanted to learn Sales contest- paid trip to Rome, Florence, and Venice Newsletter No individual salesmen quotas Personal objectives to improve their performance Separate sales standing for rookies
Proposed Scheme
Hole cards poker scheme
Page 6 Marketing of Services | Project Proposal
Problem Identification
To evaluate the existing and proposed moral building schemes; thus selecting the best alternative(s)
Evaluation of Alternatives
Moral Building Scheme Golf lessons Sales contests Arguments Create healthy environment(+) Very Costly(-) Encourages healthy competition within sales force (+) Favorable for short term results (+) Same employees winning the contests again and again(-) Create fun element in the company and keeps its employees closely bound (+) Cheaper method (+) It reduces burden on best people and some challenge on weaker people (+) It will not create psychological burden on sales people (+) Overall Evaluation
Newsletter
Evaluation of Alternatives
Moral Building Scheme Arguments Overall Evaluation
Personal objectives
Instead of quota, personal objectives creates more achievable goals (+) Healthy competition among sales reps (+)
Motivate new hires (+) Healthy competitive environment (+) Innovative way to create motivation (+) Providing opportunity to weaker employees (+) Neat and unbiased incentive scheme (+)
+ +
Recommendations
Shorter product life cycle and huge number of competitors in the market makes personal sales service a primary point of competitive differentiation and leverage
Reynolds should continue with his moral building schemes
Page 10
Q&A
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