NMIMS APRIL 2020 ASSIGNMENT - SALES MANAGEMENT

SALES MANAGEMENT

1. Bajaj Electronics administers a Quarterly performance review for all its sales employees.

The below mentioned table provides the number of sales calls done by the sales people for the month of Oct- Dec 2019. You are the Area manager in charge of their performance. The performance standard set by the company is that every sales person must do 150 sales calls in every quarter.

Name of the executive

No. of sales calls

Ramnath

142

Tapan

160

Jeetendra

87

Saurabh

125

Bhaskar

92

How will you evaluate the performance of the sales executives as an Area Manager What are the steps you can take to improve the performance

2. Take an appointment and meet with a senior sales person from two industries &ndash Pharma industry such as Sun Pharma, Lupic, Dr. Reddy&rsquos, Glaxo or any other company and Engineering industry such as L&T, BHEL, ABB, Siemens or any other company. Study and prepare the sales organization structure of these two companies.

3. Raymond Fibres Ltd is a fibre making company in India. They are predominantly in fashion wear from men and women. The fibre market is divided into natural and synthetic fibres. The company has 5 plants in India and employs over 700 sales people. The company competes with the Reliance group which is one of the leading synthetic fibre makers along with some global players such as DuPont. However, the company has been hit with the economic slowdown in the country. To make things worse, cheaper imports of fashion wear from China and e-commerce has affected store sales. The sales people in the company are feeling demotivated. The sales people have put pressure on the top management to improve their salary.

a. What alternatives will you suggest to the top management to improve the salary plan to the sales employees

b. What are some of the non-financial tools of motivation that you can use.