Jamie, a sales manager for an industrial materials company, reviews each sales representative's performance quarterly. She knows business has been good, but is surprised to see some reps are selling much more than their goals while others are not meeting their goals. What should Jamie do?
What will be an ideal response?
Jamie should start by looking closely at the data. Were the successful salespeople selling one or two items at discounts in order to generate volume, or did they sell the full line of the company's materials to each customer, resulting in increased sales? Did the poorly performing sales reps sell to fewer customers, make too many small sales, or fail to sell the full line of materials? After reviewing the data, Jamie will probably talk with each sales rep and ask about that person's results, both those exceeding goals and those not meeting goals. Jamie will seek to explain the variation and utilize the information to make changes.
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According to David Arnold, there are four possible approaches to forecasting by analogy, which does not include which of the following?
A) Data is available on a comparable product in the same country. B) Data is available on the same product in a comparable country. C) Data is available on the same product from a dependent distributor in a neighboring country. D) Data is available about a comparable company in the same country. E) Data is available on the same product in every country.
Answer the following statements true (T) or false (F)
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In the preparation of a statement of cash flows, adjustments to net income to reconcile net income to cash from operating activities include
a. dividends received. b. the difference between the purchase price and the resale price of treasury stock (assuming the cost method of accounting for treasury stock). c. amortization of organization cost. d. redemption premium on preferred stock redeemed during the period. e. All of these answer choices are correct.
The availability of Big Data allows the decision maker to use the RFM approach successfully by:
a. Incorporating other metrics such as response rate. b. Creating iso-profit lines. c. Relating RFM with the concept of customer lifetime value. d. All of the above ? Chapter 10