Nobody downloaded yet

Case Study Example

Comments (0) Cite this document
Summary
Case Study Table of Contents Problems Faced by Pat Waller 3 Cause of the Problems Faced by Pat Waller 4 Steps Pat Waller Should Take to Solve the Problems 6 References 10 Bibliography 11 Problems Faced by Pat Waller An organisation has to tackle problems of varied nature in their daily activities in order to sustain in the market…
Download full paperFile format: .doc, available for editing
GRAB THE BEST PAPER95.5% of users find it useful
Case Study
Read TextPreview

Extract of sample ""

Download file to see previous pages Every year Pat Waller needed to recruit sales representatives. The turnover of the employees and new recruitments did not increase the sales volume. Despite the recruitment of new sales representative employees, the sales volume remained constant. There was problem in the channel of distribution related to the retention of sales representatives, which was under the control of Valley Winery. When Valley Winery took over the distributor, old sales representative did not stay back and Pat Waller needed to recruit fresh sales representative for that particular distribution channel. With the recruitment of new sales representatives, there were costs associated with it. It also included cost of hiring the employees, consultancy fees for new candidates and training cost. The recruitment cost had to be incurred by the organization every year and the training cost also increased. The problem perceived by Pat Waller was related to the hiring process. Pat Waller thought that the hiring process was not appropriate as it was a lengthy process and was also complicated in nature. This lowered the level of recruitment of potential sales representatives. Cause of the Problems Faced by Pat Waller The cause behind high sales representative turnover was due to multifarious factors. The basic reason for the turnover was inefficient management of sales forces. Pat Waller was not able to manage the sales personnel efficiently which led to huge turnover. Sales persons remain in the organization only when they are rewarded appropriately based upon their performance. Most of them accept monetary reward, but there are also many who accept non-monetary rewards such as reorganization, promotion and other related activities of rewarding system. There was absence of such rewarding system in Valley Winery. There were three groups of sales personnel and they had different kinds of system of pay and incentives. The direct sales personnel were not rewarded, only 6% commissions were paid on sales. Sales personnel who generated highest sales were also provided the same facility of commission pay. This is the reason they shifted to another company or another sector. The unethical practice of Valley Winery in the matter of visual merchandise displayed techniques that were not suitable to the sales personnel or they did not accept it. In addition, it was either against their ethics or there was contradiction between the company and sales personnel ethics. The spray technique on competitors merchandise to decrease their sales was unethical practice. The sales representatives required to perform such activities that might not be ethical to that particular sales representative. The recruitment did not assist in increasing the sales volume because there was more turnover and the recruitment had just replaced the personnel. There was actually no increase in the workforce capacity and it was not expected that there would be huge increase in volumes of sales with the fresh sales representative. The decision of forward integration was not appropriate as the sales representative did not remain in the company. This also affected the control related to the distribution channel. These aspects increased the burden of new recruitment and also training them for that particular distribution channel. The cost of hiring and training the employees for sales was more. The hiring cost was part of the budget every year. This increased the cost and to minimize the ...Download file to see next pagesRead More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Case Study Example | Topics and Well Written Essays - 1750 words”, n.d.)
Retrieved from https://studentshare.org/geography/1413577-case-study
(Case Study Example | Topics and Well Written Essays - 1750 Words)
https://studentshare.org/geography/1413577-case-study.
“Case Study Example | Topics and Well Written Essays - 1750 Words”, n.d. https://studentshare.org/geography/1413577-case-study.
  • Cited: 0 times
Comments (0)
Click to create a comment or rate a document

CHECK THESE SAMPLES OF Case Study

Citibank's E-Business Strategy for Global Corporate Banking

...? Citibank's E-Business Strategy for Global Corporate Banking case study By First A Paper Presented in Partial Fulfillment Of the Requirements of [Course Number and Name] Month, Year Address: (Not Required) City, State, Country, Zip: Phone: E-mail: Instructor: Abstract The study talks about the E-business strategy of the Citibank, a globally recognized bank. The study discusses about how the Citibank transformed its traditional banking procedures into the digital procedures through the use of the latest technology. The study focuses on the importance of internet in the banking sector. It emphasizes on the e-business practices of Citibank and discusses the point of differentiation of Citibank and how the bank can gain its... Citibank's...
11 Pages(2750 words)Case Study

Innovation of Hilti Group

...?Contents Introduction The Hilti Group also known as Hilti AG is an end manufacturer, developer and marketeer of construction and building maintenance tools with the primary focus of production being professional end users. The company has a diverse product portfolio that includes tools for mining, measurement, cordless tools, screw fastening systems, drilling and demolition systems, diamond systems, cutting and grinding systems, direct fastening systems, anchor systems, firestop systems and construction chemicals (Hilti, 2012). Although Hilti manufactures and sells a huge array of products but the company’s main focus areas are hammer drills, firestops and installation systems. Hilti is based in Schaan, Liechtenstein but has... Introduction...
15 Pages(3750 words)Case Study

Finance and accountting

...? Finance and Accounting [Supervisor Firm AABC Currency Analyst (XYZ firm) Future Interest Rate Your company has borrowed 25 million Euros for two years therefore we are giving the details of the interest rate and future price rates that will help you to pay back the amount that you have borrowed. The overall interest rate that you firm will pay the 3-month Interbank Offered Rate that varies on the daily basis plus 2% per quarter. The amount of interest that your company will pay is 25,000,000*2%*89/360 = 123,611 Euros per quarter plus the amount that is determine by Interbank Offer Rate. As on 19 January 2012, the interest rate that is offered is 1.195%. Therefore, the overall interest rate that your firm has to pay is 3.195... Finance and...
3 Pages(750 words)Case Study

Case Study-Ethical Decisions

...? Ethical Decisions (Add (Add (Add According to Pollock p.16), the different stages in clarifying a dilemma identify the facts, relevant values and concepts, all possible moral dilemmas, decide the most immediate ethical issues and resolve the ethical dilemma using an ethical system. I Admittedly, Robert has a dilemma as the chair of the parole board. Either he has to relax the parole eligibility criteria to let more inmates to be released to community-based supervision or should keep the criteria intact and let the Federal government find a solution to the overcrowding. Evidently, Robert is convinced that a further relaxation in the parole eligibility criteria will jeopardize public safety as felonry are highly likely to commit... Ethical...
10 Pages(2500 words)Case Study

Nursing Case Study

...?Diagnosis Open system approach to an organization assists the management of any organization in diagnosing the input, design components and output at different levels. These levels are organizational level, group level and individual level. This particular case related to the metric division of the organization revolves around the need to diagnose the particular organizational change or development that should be brought in the organization at different levels. After reading the overall case, it is quite clear that the organizational level and the individual level are showing satisfactory performances. The overall outlook of the organization is pretty much decent and the organization is successfully achieving its goals. Similarly...
6 Pages(1500 words)Case Study

Case Study UAE Academy

...? Full Paper Risk Management Plan Managing risk is a vital discipline for every organization for achieving its goals and objectives. As information systems are considered as critical assets for organizations, Information system risk management has become more important, particularly with the ever changing risk climate. However, the risk management process must follow a process of periodic assessment for continuous improvement. The risk management framework for the ‘UAE Academy’ will primarily address the purpose followed by risk process, risk identification, Risk analysis along with qualitative or quantitative risk analysis, risk response planning and risk monitoring controlling and reporting. The risk management process includes... Full...
10 Pages(2500 words)Case Study

Employee management practices

...? CASE STUDY 19 March CASE STUDY The scope of human resource management involves recruitment of employees, selection, training, management, appraisal, and reward. All these processes are aimed at utilizing the best of employees in terms of effectiveness and efficiency in productivity. A management will particularly be interested in retaining its highly performing employees while at the same time strive to motivate the rest of its workforce towards the required performance standards. Extreme cases may however call for layoffs. This paper seeks to discuss a case study involving elements of human resource management. The paper will explore employee management practices in order to identify personnel management weaknesses in the case... CASE...
3 Pages(750 words)Case Study

Edward Jones As One Of The Famous Organization In The Brokerage Industry

...? Case analysis Executive Summary Edward Jones one of the famous organization in the brokerage industry has been involved in this business since past30 years and with prior experience it has decided to enter international markets as the demand has increased and it has been able to create brand value and name for its firm. The firm deals in individual bonds and stocks and mainly targeted the rural and sub urban areas. But wit time as the firms succeed, it decided to enter the fast growing economies but to its shock it faced difficulty in entering the urban areas with its concept. Thus the paper deals with the strategy that the firm adopted in order to stay competitive and competitive advantage over its competitors. The brokerage... Case...
8 Pages(2000 words)Case Study

Talent Management in McDonalds

...?Running head: Talent Management in McDonald’s Talent Management in McDonald’s Talent Management in McDonald’s Overview The industrial success recorded by companies and organizations, such as McDonald’s, clearly does not come on silver platter. They also do not come about as coincidences or by chance. Indeed, these successes happen as a result of series of coordinated efforts and through the implementation of carefully planned strategies and protocols. One of the aspects of the coordinated used by these organizations has to do with their talent management programs. From the account given by Goldsmith and Carter (2009), it can really be seen that McDonald’s has invested so much into talent management and that process deserves some... head:...
4 Pages(1000 words)Case Study

Harvey Industries

...?Harvey Industries Introduction The running of a typical modern day business is based on a number of coordinated activities and processes that come together to give out a refined result expected by the company involved (Gardener, 2009). It is for this reason that supply chain management always remains a central part of organizational management. One critical area of supply chain management has to do with inventory management. In the present case, it can be seen that various departmental managers have over the years stopped paying critical attention to inventory management and, by extension, supply chain management in the company. If close attention was given to these areas, the series of financial losses would not befall... Industries...
3 Pages(750 words)Case Study
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.

Let us find you another Case Study on topic Case Study for FREE!

Contact Us