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Case 2 - Assignment Example

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This can be done through verbal and oral sessions with the representatives. They should be shown the best and worst sales of the past resulting from the individual performances. Sales representative should know what is expected from them and how they can achieve their goals. Team Work: As there is a geographical overlap between the sales representatives’ allotted areas, they should be asked to work together and prepare a plan to work together to increase their sales. The team work will get those new ideas and more involvement in their work. Reward Based Incentives: It must be clear to everyone that the rewards will be given to those who performs well. There should not only be monetary rewards but also non monetary reward as well. They will be appreciated through a circular inside the company for their best performances (S. Benson & McDermott, 2012). The sales representative should be given a target to achieve in a given period of time and on the achievement of these targets they should be given rewards which may b in the form of monetary compensation or some awards can be given to them. Motivating the Sales Representatives: Training & Development: Providing the, sales representative, training will motivate them as they consider themselves to be important part of the company and that the company is investing on them. This will make them to concentrate more towards their geographical areas and convincing their dealers. Training will reduce their chances of error and allow them to work better

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(Tai, 2006). Team Work: Working together will let them feel relax and work according to the need. They can get the better ideas by working together and can involve themselves more in the work. Team work will motivate them intrinsically as they feel themselves less stressing (F. Elloy, 2008). Reward Based Incentives: Once the sales representative knows that they will not get only the basic pays but their performances will get them some extra benefits as well. This will motivate them to work hard and achieve their objectives on time. This system will make them motivated to work not only for their normal task but also for some additional task as well. They will have their target in mind which enforces them to work hard and get the desired result. Q.2 Expectancy Theory: The theory states that there should be a belief that the hard work will lead to the performance and performance will lead to the Reward and eventually there should be a belief that the reward is attractive (Sharma, 1995). Once the sales representatives of premium fresh are told that they will be provided not only their basic salaries but they will be provided extra benefits on the basis of their performance and they will have they recognition inside the company if they perform better and help reducing the reduction in sales. They will be sensing the attractiveness of the benefits offered to them and they will know that more they work hard more they can perform well as the car wax is already # 1 and it is known to market as well. Sales representatives only need to work together to increase the sales as in the past. If they can get the given target it will be known to them that they will be eligible to get the desired benefits. The sales representatives will be told in their training sessions to get themselves involved more and more. Their flaws will be overcome and they will
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Summary

Q.1. Sales Representatives: Since each employee is the key resource in the business, there should be a proper plan to manage their performance and giving them the rewards in order to reduce the loss of car wax sales. Training & Development: Sales representatives should be provided training as to how they can communicate to Automobile stores and how they can convince them to display their car wax is # 1…
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