Joyce, a recent College of Business graduate, has been working for several month
ID: 353401 • Letter: J
Question
Joyce, a recent College of Business graduate, has been working for several months as a salesperson for a small manufacturer of computers. She is one of two salespeople currently working a large metropolitan area. Her sales manager, Eric Kurtz, is concerned about her performance, however. He is aware that Joyce wants very much to have high sales in order to participate in the company's generous incentive bonus plan. She has expressed her satisfaction with the way the plan operates and was clearly in agreement that there is a booming demand for computers in the market area. He is puzzled, therefore, by her poor performance. What action would you recommend he take?
Post sales performance figures in the office so everyone can see how the salespersons are doing.
Have a talk with Joyce, stressing the details of how she can benefit financially from increased sales.
Tell Joyce that unless she begins to reach her quota within the next three months, she will be terminated from employment.
Ask Joyce to accompany him on sales calls to several new customers.
Do nothing. Her performance should soon be improving.
Explanation / Answer
Answer is -
Ask Joyce to accompany him on sales calls to several new customers.
This can help her learn and pickup faster as she already has the motivation ot perform considering the bonus factor. She can understand how she can handle the customer calls, get the leads and convert them into sales.
Joyce should be provided the motivation and direction to achieve better sales. Also, the rootcause of her poor performance should be found out, based on which the improvement plan can be executed.
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