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Collegiate Promotions - Essay Example

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Collegiate Promotions Name of Institution Date Abstract Collegiate promotion uses commission to pay its sales representatives. The purpose of the paper is to evaluate the effectiveness of the collegiate compensation system, establish reasons why a sales representative is willing to sell both at the top and bottom range of a price and determine whether sales are made at the bottom or top range of the prices possible…
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Collegiate Promotions
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Download file to see previous pages These representatives get paid according to the number of products sold. Unlike individuals employed directly for a wholesaler or a manufacturer, the collegiate promotion representatives are compensated strictly on commission basis. In addition, the company never reimburses their expenses such as those spent on entertaining of customers, transport costs and meals. This enables the company to cut on its operational costs and maximizing on its profits (“Career Information”). Alternatively, a company may have a perfect compensation plan but not achieve the amount of targeted sales. For instance, if the sales manager does not adequately instruct the sales representative on how to carry the duties you are paying them for, then the results can be devastating. It is essential to develop a business structure that supports the behaviors of the salespersons in the reinforced compensation plan. It is also likely that individuals in sales and marketing teams may not meet the job’s vigorous demand despite their adequate product knowledge. In addition, direct salespersons may not be able to cope with the challenges in the market such as constant rejections or the necessity of creating relationships that are positive with everyone. In addition, the marketing team may shy away from the responsibility of managing their time effectively and the need to learn more about their customers’ domain continuously (Kahle, 2007). These are some of the challenges faced by the company despite their effective and efficient compensation plans. Reasons why a Sale Representative Is Willing To Sell At both the Top and the Bottom Range of a Price The sales representatives are willing to sell at both levels of prices because of various factors. For instance, competition in the market and demand of the product affects the price of the product. Bottom range pricing often occurs when the demand of the product is low and competition is tough. As a result, the sales representative has got no choice but to dispose the product at the lowest cost set by the company he is working for. When the product demand is high, he has to set a higher price so that he can get enough commission to cater for the expenses incurred during the product promotion. Predicting Whether the Sales Are Made At the Bottom or Top Range of Possible Prices The sales at the bottom range are often lower than those at top range. This is because the size of the swing is often determined by price levels in the market. The markets operating with higher prices have broad swings compared to those operating at lower prices. It is paramount that, stops be located at I, 2 or 3 price units below or above the swing tops and bottoms. For instance, when a market operates at low level historically, then a stop needs to be near the swing bottom or top than when the market is historically operating at levels that are high(James, 2001). How lack of geographically protected areas affect the behaviour of a sales person A product often corresponds to a geographical position such as a country, region or a town. This clearly indicates the product reputation within a specific geographical location. The product or service often enjoys a unique ...Download file to see next pagesRead More
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