You manage a pharmaceutical representative who sells to veterinarian clinics. Th

Question

You manage a pharmaceutical representative who sells to veterinarian clinics. This employee must make so many calls a week as well as present at lunch and learns and visit clinics personally as well as meet certain sales goals each quarter. The Rep is paid a yearly salary plus commission if meets goals.

1. Describe which one or more of the performance appraisals from Chapter 18 that could be used to assess this employee.

2. Then suggest other ways and apply knowledge from the course that is applicable.

3. Discuss and explain some of the major concepts from this entire course that will help you as you take future advance management classes.

Explanation / Answer

1.

To manage the entire sells process it is necessary to appraise the representatives with better rewards or made a hike in their salaries are highly desirable for bringing the effective growth in the organization. The time to meet with the target or generate the leads is the point when a representative should be praised with some performance benefits so that they get the charm and show an eagerness to work in the organization. This will bring the profit to the organization and side by side it will influence the employee’s career growth by fulfilling company objectives.

2.

In other ways, employee’s policy in the employment procedure is required to be newly implemented in the organization. Getting clients and generating leads for the organization are the two key aspects which require a great motivation to work like; employee benefits, timely salary and other benefits like health benefit and wellness program. These factors are required to be carefully focused on the organization's managers to take care of the representatives as they are working force of the organization.      

3.

All factors of effective client communication need learning activities on the side of the organization to provide it to the employees. In the lead generation process, it is required to know many factors; one of the important factors is to convince the clients and bringing the business. When a representative seeks for a call to the clients he/she may be stuck in delivering the best because of lack of knowledge. An organization manager should focus on the process to educate them so that the business can be made properly. It will additionally help them to talk with the clients when they will visit or place a call for getting an order for the organization. As they are working on the front end it is required to be known all facts before they landed up in the process.

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