Question.2955 - Sales and Distribution Management Major Assignment Case 17.1 MacGruber Controls (e-reading 32) Analyse all major aspects of this firm's sales and sales management operations based on the available information and reasonable assumptions you may derive from that information. Focus on what you consider to be the most important issues to this firm. Provide recommendations where appropriate (for major issues only). Provide deep reasoning to support your analysis and recommendations, using relevant evidence and theory from the literature to add rigour to your reasoning. Don't answer the questions at the end of the case, although you should review those questions to aid your thinking. To answer this question, you have to read material prescribed for Week 12: Sales and distribution channel metrics (What do we need to measure to understand the effectiveness of our sales force, distribution strategies or channel performance?) – including eReadings 9 and 21, 'Evaluating salesperson performance' and 'Sales force and channel management' - since this case requires consideration of quantitative performance results. S & DM models need to be demonstrate in the essay include :Organisational buying, B2B selling and sales management models are potentially relevant to all sales-related cases (as well as others you feel relevant to the specific case). Format: informal essay word: 1800-2000 (not include reference) must use Harvard Referencing Guide to this assignment!!! ps. underline is refer to the attachments in order, please read it carefully, and please read the instruction, this is my 50% major assignment please do it very very well
Answer Below:
SALES xxx DISTRIBUTION xxxxxxxxxxxxxxx management xx a xxxxxxx of xxxxxxxx controlling xxx directing xxxxxxxx selling xxxxx includes xxxxxxxxx recruiting xxxxxxxxx paying xxxxxxxxxxx as xxxx as xxxxxxxxxx the xxxxx force xx perform xxxxxx to xxxxxxx the xxxxxxxxxxxxxx goals xxxxx and xxxxx management xxxxxxxxxx are x set xx business xxxxxxxxx and xxxxxxxxxx which xx helpful xx an xxxxxxxxxxxx in xxxxxxx efficiently xxx effectively xxx also xxxxxxxx business xxxxxxxxxx and xxxxxxxxxx Sales xxxxx means x minimum xxxxxx of xxxxx to xx achieved xx a xxxxxxxxxxxxx time xxxx which xx set xx the xxxxxxxxxxxx It xxx be xx monetary xxxxx or xx terms xx volume xxxxx activity x g xxxxxx of xxxxx in x day xxx also xx the xxxxx quota xxxxxxxxx Controls xxx set xxxxx quota xx terms xx volume x e xxxxxx of xxxxx of xxx heating xxx air xxxxxxxxxxxx control xxxxxxx to xx achieved xx its xxxxx representatives xx the xxxxxx for xxx products xxx achieved xxxx they xxx paid xxxxx of xxx commission xx paid xx them xx a xxxxx system xxxxxxx at xxx sales xxxxxxxxxxx of xxx district xxx the xxxxx we xxx that xxx sales xx the xxxxxxx digital xxxxxx which xx a xxxx better xxxxxxx than xxx Cronometer xxx performing xxxxxx same xxxxxxxxx as xx but xxxxxxx faster xxx providing xxxx accurate xxxxxxx i x units xx very xxxx as xxxxxxxx to xxx other xxxxxxxx Further xxxxxxxx into xxx sales xx the xxxxxxxxxxxxxxx shows xxxx only xxxxxx and xxxxx have xxx the xxxxx quota xxx all xxx products xxx thus xxxx be xxxx the xxxxx We xxxx see xxxx sales xxxxxxxxxxxxxxx Barbour xxxxxxxxxx Chase xxx Adamchek xxxx not xxxx reached xxx total xxxxxx required xx a xxxxx i x while xxxx have xxxxxxx the xxxxx number xx points xxxxxxxx in x month xxxxxxx at xxx the xxxxxxx we xxx say xxxx the xxxxx issue xx this xxxx is xxx poor xxxxxxx master xxxxx because xx is x new xxxxxxx and xxx sales xxxxxxxxxxxxxxx take xxxx effort xx selling xx The xxxxxxx may xx in xxx compensation xxxx policy xx the xxxx or xx the xxxxx anddistribution xxxxxxx metrics xxx firm xxxxx to xxxxxxxxx the xxxxxxxxxxxxx of xxx sales xxxxx and xxxx take xxxx of xxx distribution xxxxxxxxxx The xxxxxxxxxxx of xxx salespersons xxxxxxxxxx the xxxxxx of xxx firm xx order xx evaluate xxx performance xx the xxxxx force xxx following xxxxxxxxx is xx be xxxxxxxx The xxxxx which xxxx control xxxxxx be xxxxxxxxxx and xxxxx policies xxxxxx be xxxxxxxxxxx Performance xxxxxxxxx should xx established xxx actual xxxxxxxxxxx should xx measured xx actual xxxxxxxxxxx should xx compared xxxxxxx the xxxxxxxxx The xxxxxxx should xx discussed xxxx the xxxxxxxxxxxx and xx standards xxx not xxx then xxxxxxxxx actions xxxxxx be xxxxx Murshed x firm xxx its xxxxx representatives xxxxxx follow x proper xxxxxxxxxxxxxxxxxxxx B x sales xxxxxxx in xxxxx to xxxx its xxxxxxxxx The xxxxx to xxxxxx a x B xxxxx process xxx as xxxxxxx The xxxxxxxx demands xxxxxx be xxxxxxxx understood x solution xxxxxx be xxxxxxxxx The xxxxxxxx should xx evaluated xxxx the xxxxxxxx Negotiation xxx Contracts xxxxx lost xx the xxx should xx taken xxxx of xxxxxxx a xxxx A xxxxx funnel xxxxxx be xxxxx Stephen xxxxxx October xxxxxxxxx Controls xxxxxx properly xxxxxx its xxxxx force xx that xx can xxxx efficiently xxx effectively xxx role xx senior xxxxx manager xxx sales xxxxxxx is xxxx important xx determining xxx sales xxxxxxxxxxxxxxx as xxxx as xxxxxxxx them xxxxxxxxxxx and xxxxxxxxx activities xxxxxx be xxxxxxxx conducted xx a xxxx in xxxxxxxxxxxx with xxx sales xxxxxxx and xxxx proper xxxxxxxx should xx given xx the xxxxx team xxxxxxxx It xx also xxx role xx the xxxxx manager xx direct xxx supervise xxx sales xxxxxxxxxxxxxxx Sales xxxxxxxxxxxxxxx work xxxx efficiently xx proper xxxxxxxxxx and xxxxxxx are xxxxx The xxxxx representatives xxxxxx supports xxxx the xxxxxxxxxxxx like xxxxxxxxxxx support xxxxxx information xxxxxxx etc xxxxx should xx facilitated xx the xxxxx manager xxxx a xxxx sells xxx products xx should xxxxxxxx various xxxxxxxx and xxxxxxxx factors xxxxx will xxxxxx its xxxxx Bachelor xx Business xxxxxxxxxxxxxx A xxxxx representative xxxxxx have xxx selling xxxxxxxxx should xx clear xxxxx his xxx role xxx also xxxx a xxxxx of xxxxxxxxxx so xxxx the xxxxxxx are xxxxxxxx A xxxx should xxxx an xxxxxxxxx salesperson xxxxxxxxxxx management xxxxxx so xxxx the xxxxx representatives xxxxxxxxxx the xxx they xxxx to xxxx the xxxxxxxx and xxxx helps xx the xxxxxxxxxxx and xxxxxxxxxxx of xxx performance xx the xxxxx force xxx results xx the xxxxxxx of x salesperson xxx compared xx the xxxxxxxxxx with xxx goals xxxxx are xxx for xxx salesperson xxxxxxx the xxxxxxxxxx system xxx managers xxxxxx the xxxxxxxxxx to xx performed xx the xxxxxxxxxxx If xxx sales xxxxxxxxxxxxxxx know xxx criteria xx which xxx evaluation xx their xxxxxxxxxxx will xx done xxxx they xxxx try xx do xxxxx things xxxxx will xxxxxxx their xxxxxxxxxxx on xxxxx criteria xx a xxxxx representative xxxx Barbour xxx Fastbinder xxxxx volume xx unsatisfactory xxxx the xxxxxxxxxxx review xxxxxx show xx and xxx evaluation xxxx help xx identifying xxx cause-either xxx sales xxxxxxxxxxxxxx has xxxx call xxxx in x day xx doesn x work xxx enough xxxx in x month xx calls xx wrong xxxxxxxxx etc xxxxx R x Rich x A xxxxxxx W x While xxxxxxxxxx the xxxxxxxxxxx of xxxxx representatives xxxxx issue xx in xxx distinction xxxxxxx the xxxxxxxx of xxxxxxxxx performance xxx effectiveness xxxxxxxxx means xxxx the xxxxxxxxxxx do x e xxx tasks xx which xxxx give xxxxxx while xxxxxxx Performance xxx a xxxxxxxxx element xxxxx reflects xxxxxxx the xxxxxxxxx of x salesperson xx good xx bad xxxxxxx it x appropriate xx inappropriate xx view xx the xxxxx and xxxxxxxxxx of xxx organisation xxxxxxxxxxxxx means xxxx summary xxxxx of xxx outcomes xx the xxxxxxxxxxxx for xxxxx partial xxxxxxxxxxxxxx lies xx an xxxxxxxxxx It xx also xx be xxxxxxxxx that xxx evaluation xx a xxxxxxxxxxx should xxxxxx based xx those xxxxxx over xxxxx they xxxx control xxx not xxxx responsible xxx factors xxxxx are xxxxxx their xxxxxxx There xxx few xxxxxxxx which xxx used xx evaluate xxx salesperson x performance xxxxxxxxx measures xxx those xxxxx reflect xxxxxxxxxx that xxx be xxxxxxxx from xxx internal xxxx of xxx firm xx the xxxxx manager xxxxx are xxxx categories xxx objective xxxxxxxx Output xxxxxxxxx It xxxxxxx to xxx results xx the xxxxxxx of xxx salespersons xxxx sales xxxxxx number xx orders xxxxxxxx etc xxx number xx orders xxxxxxx by xxxxxxxxxx salesperson xx used xx assess xxx ability xx the xxxxxxxxxxxxxx to xxxxx sales xxx average xxxx of xxx orders xxx the xxxxxx of xxxxxxxxx orders xx also xx important xxxxxxx The xxxxxxx account xxxxxxxx like xxxxxx of xxxxxx accounts xxxxxx of xxx accounts xxxxxx of xxxx accounts xxx gives x viewpoint xx the xxxxxx of xxxxxxxxxxx of xxx territory xxx how xxx territory xx being xxxxxxx by xxx salesperson xxxxx measures- xx focuses xx the xxxxxxx given xx the xxxxxxxxxxxx and xxx on xxx results xxx number xx calls xxxxx to xxxxxx whether x sales xxxxxxxxxxxxxx is xxxxxxxx covering xxx territory xx not xxx call xxxxx and xxxxxx of xxxx worked xxxxx in xxxxxxxxx the xxxxxxx of xxx salespeople xxx expenses xxxxxxxx by xxx salesperson xxx also xxx non xxxxxxx activities xx the xxxxxxxxxxx are xx important xxxxxxx Ratio xxxxxxxxx Various xxxxxxx and xxxxxx are xxxxxxxx in xxxxxxxx ways xx form xxxxx measures xxx expense xxxxxx account xxxxxxxxxxx and xxxxxxxxx ratios xxx call xxxxxxxx or xxxxxxxxxxxx ratios xxx more xxxxxxxx used xx managers xx evaluate xxx compare xxxxxxxxxxxx performance x number xx other xxxxxx can xx formed xx combining xxx various xxxxxx outputs xx ratios xx different xxxx One xxxxxxxxxxx used xx evaluate xxxxxxxxxxx is xx follows xxxxx Days xxxxxx X xxxxx X xxxxxx X xxxxx Days xxxxxx Calls xxxxxxxx Sales xxxx X xxxx X xxxxxxx X xxxxxxx Worked xxxx average xxxxx sizeThis xxxxxxxx highlights xxxx a xxxxxxxxxxx can xx to xxxxxxxx sales xxx the xxxxx ratio xxxxxxxx can xx applied xx individual xxxxxxxxxxx sales xxxxxx as xxxx as xxxxx organisation xx a xxxxx Subjective xxxxxxxx depend xx personal xxxxxxxxxxx by xxxx person xx the xxxxxxxxxxxx as xx how xxxxxxxxxx sales xxxxxxxxxxxxxxx are xxxxx The xxxxxxxxxxx nature xx the xxxxxxxxxx measures xxxxx it xxxxxxxxx to xxxxxxxx performance xxxxxxx even x well xxxxxxxx measurement xxxxxxx leaves xxxx for xxxx in xxxxxxxxxx Bias xxxxx the xxxxxxxxxxx evaluations xxxxx are xxxxxxxxx from xxxxxxx usually xxxxx on xxxxxx by xxx evaluator xxx factors xxxx need xx be xxxxxxxxxx and xxxxx in xxxxxxxxxxx evaluation xxx different xxxxxxxxxx performance xxxxxxxx are xxxxxxxxx of xxxx Amount xx effort xxxxxxx to xxxxxxx business xxxxxx of xxxxxxxxxx by xxxxxxxxx Amount xx service xxxxx to xxxxxxxxx Ability xx acquire xxxxxxxx Attitude xxxxxxx company- xxxxxxx given xx company xxxxxx Dependability- xxxxxx of xxxxxxxxxxx needed xxxxxxxx Resourcefulness xxxxx are xxx more xxxxxxxxxxx measures xxxx for xxxxxxxxxx salesperson xxxxxxxxx based xxxxxxxxx These xxxx low xxxxxxxxxxxxx and xxx directed xxxxxxx long xxxx because xxx effects xxxxxx be xxxxxxxx fully xxxx some xxxxx have xxxxxx Some xxxxxxxx of xxxx measure xxx sales xxxxx product xxxxxxxxx selling xxxxxx and xxxxxxxxxxxx management xxxxxxx based xxxxxxxxx These xxxx high xxxxxxxxxxxxx and xxx directed xxxxxxx short xxxx as xxxxx effect xxx be xxxxxxxx fully xxxxxx the xxxxxx of xxxxxxxxx Few xxxxxxxx of xxxx measure xxx market xxxxx sales xxxxxxx profits xxx sales xxxxxx from xxxxxxxx customers xx Monica xxxxxxxxxxxxx amp xxxx Mike xxxxxx Webster xxx Wind xxxxxxxx describes xxxxxxxxxxxxxx buying xx a xxxxxxxx making xxxxxxx used xx organisations xx establish xxx need xxx purchased xxxxxxxx and xxxxxxxx and xxxxxxxx and xxxxxx between xxxxxxxxxxx brands xxxxxxxxxxxxxx buying xxxxxxxxx are xxxx by xxxxxx and xxxx decisions xxx be xxxxxxxxxx which xxx based xx emotions xxxxxxx at xxxxxxxxx Controls xxxxx calls xx see xxxx the xxxxxx of xxxxx made xx Raymond xxx Lewin xx very xxxx as xxxxxxxx to xxx units xxxxxxxx sold xx the xxxxx for xxxxxxx digital xxxxxx This xx also xx issue xx the xxxx and xxxx it xxxxxx use xxx performance xxxxxxxxxx measures xxxxxxxxx above xxx firm xxx also xxxxxx the xxxxxxx specialist xxxxxxxxx by xxx VP xx sales xx that xxx sale xx the xxxxxxx master xxxxxxxx The xxxx should xxxxxxxx evaluate xxx salesperson xxxxxxxxxxx and xxxxxx proper xxxxxxxxxxxx plans xx that xxx sales xxxxxxxxxxxxxxx work xxxxxxxxxxx If xxx firm xxxxxxx the xxxxxx on xxxxxxxxxx then xxx representatives xxxx work xxxxxxx selling xxx digital xxxxxx Some xxxxxx exist xx performance xxxxxxxxxx and xxxxx to xx eliminated xxx following xxxxx should xx taken xx managers xxxxxxxx training xxx supervision xx the xxxxxxxxxxxx and xxxxxxx the xxxxxxxxxxx of xxxxx trait xxxxxxxxx before xxxxxx the xxxxxxxxxxxx Guarding xxxxxxxxxx of xxx representatives xxxxxx documents xx employee xxxxxxxxx and xxxxxxxx likes xxx dislikes xx representatives xxxxxx not xxxxxxxxx ratings xxxxxxx appraisal xxxxx should xx obtained xxx evaluation xx one xxxxxx should xxx influence xxx other xxx performance xxxxxxxxx should xx evaluated xxx duties xxx which xxxxxxxxxxx is xxxxxxxxxxx and xxx rating xxxxxx be xxxxx on xxx observed xxxxxxxxxxx A xxxxxxxxxxx should xxx be xxxxx on xxxxxxx instances xx poor xx good xxxx but xx general xxxxxxx or xxxxxxx over xxxxxx period xxxxxxx should xxxx proper xxxxxxxxx and xxx performance xxxxxxxxx form xxxxxx be xxxxxxx Ruth xxxxxx There xxx a xxxxxxx number xx metrics xxxxx may xx used xx evaluate xxxxx performance xxxxx is xx activity xxx result xxxxx measures xxxxx are xxxx important xx understand xxxxx force xxxxxxxxxxx and xxxxxxxx proper xxxxxxxxxx actions xxxx of xxx metrics xxx workload xxxxx goal xxxxx force xxxxxxxxxxxxx Compensation xxx Commodity xxxxxx ACV xxxxxxx Category xxxxxx PCV xxxxxxxxxxx and xxxxxx Product xxxxxxxxxxxxx DPP xxx Results xxxxxxx are xxxxxx line xxxxxxxx It xxx be xxxx for xxxxxxxxx total xxxxx or xxx revenue xxxxxxx by xxxxx area xx company xxxx or xxxxxxxxx revenue xx product xxxx Activity xxxxxxx measure xxx main xxxxxxxxxx which xxx required xx generate xxx results xxxxx are xxxxxxx MacGruber xxxxxxxx should xxx proper xxxxx metrics xxxxx are xxxxxxxx for xx to xxxxxxxx sales xxxxxxxxxxx Frank x Leone xxx REFERENCES xxxxxxxx of xxxxxxxx Administration xxxxxxxxxxx of xxxxxxxx Education xxxx Jambheshwar xxxxxxxxxx HISAR- xxxx www xxxxxxxx ac xx studymaterial xxx bba- xxx Dr xxxxxx Franco-Santos xxx Prof xxxx Bourne xxx impact xx performance xxxxxxx on xxxxxxxxx Vol xxxxx http xxx cimaglobal xxx Documents xxxxxxxxxxxxxxxxx cid xxxxxx impact xxxxxxxxx ce xxxxxxx behaviour xxxxx force xxx pdf xxxxx H xxxxx National xxxxxxxxxxx of xxxxxxxxxxxx Health xxxxxxxxxxxxx May xxxx www xxxxxxxxxxxxxxxxxxxx com xxxxxxx CHG xxxxxxx Sales xxxxx Metrics xxxxxxx Tools xx Measure xxxxxxxxxxxxx May xxx Murshed xxxx murshed xxxxxxxx com xxx Salespersons-Performance-Evaluation xxxx Mayhew xxxxxx Media xxx to xxxxxxxxx Bias xxx Error xx Performance xxxxxxxxxx http xxxxxxxxxxxxx chron xxx eliminate-bias-error-performance-appraisals- xxxx Spiro x L xxxx G x Stanton x J xxxxxx Hill xxxxxxxxx http xxxxxxx mheducation xxx business xxxxxxxxx sales-management xxxxxxxxxxx salesperson-s-performance xxxxxxx Davies xxxxxxx Building x Business-to-Business xxxxx Process xxxx timreview xx article xxxxxxx and xxxx December xxxxxxxxxxxxxx Buying xxxxxxxxx and xxxxxx Behaviour xxxx nraomtr xxxxxxxx in xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx html xxx library xxxxx edu xxMore Articles From Management
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