Sales Management
Sample essay paragraphs
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Clearly , your position as Sales Manager may be in trouble if this continues , plus your personal bonus is based upon achieving profit margin objectives When you have discussed this with the salespeople , they indicate that in the past they have been encouraged to focus on sales volume and not the profitability of deals Some changes are required otherwise the profitability targets of the organisation and your personal bonus will not be achieved
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In other words , if the sales people realise that they will have more reward if they focus on profitability , then they will work towards this changed goal
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What is important is to be able to effectively clarify what the goal is , why it was changed , and why it is crucial to achieve it This change in mindset among the sales people may also be perceived as a change in the vision and its clarification
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This is consistent with the essence of expectancy theory Expectancy theory supports the contention that people choose the behaviour they believe will maximize their payoff
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The company has grown rapidly over recent years , but its profit margins have been declining and this is one of the key issues that you have been hired to address After three months on the job , you have become aware that the company ‘s nine salespeople are focused on closing as many deals as possible regardless of whether they provide good solutions for customers
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The theory also implies that since different people desire different rewards , organisations should try to match rewards with what employees want (Weathersby , 1998
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Expectancy theory implies that the anticipation of rewards is important as well as the perceived contingency between the behaviours desired by the organisation and the desired rewards
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What steps do you undertake to resolve the situation and why do you undertake those steps It is important for the Sales people to be able to have clear goals so that they may correspondingly direct their behaviour towards the achievement of these targets
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In addition , salespeople are discounting so much that your company ‘s margins are continuing to decrease
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It has been found that expectancy theory can do an excellent job of predicting occupational choice and job satisfaction and a moderately good job of predicting effort on the job
