Question

CASE STUDY 8.1: Building Motivation Construction Products Inc. sells construction products of to various retail and wholesale markets across the United ica States. Its only office is in Illinois, and so it sends sales tha representatives on the road to different territories to be obtain orders and develop relationships with retailers. to You are the newest sales representative and have been sin assigned to the Southeast territory. A typical workday for a sales rep involves stopping at numerous stores and wi talking with general managers while visiting the retail to stores to view how products are marketed and displayed. u On these visits, sales reps try to increase wholesale orders st by improving the sales of Construction Products. Also, qu they complete market reports that are used by the Illinois g main office for future forecasting of product demand. e Most territories are responsible for about 50 retail stores and about a dozen wholesale accounts. Sales reps are r expected to spend a lot of time in the stores focusing on li optimizing product location within the store, training A employees, and educating customers about the benefits a

Answer 1

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In this case, the approach used till the specific scenario has not been very aggressive as only 20% sale increase would require. This is specific scenario is more conventional and informational than any other specific criteria in the respective environment. A I have tried implementing a structure of transferring my knowledge about the products to the store employees for providing beneficial details to the customers which would directly help them to increase the overall sales. I also try implementation of a structure of socializing and building trust with the store employees with which they would see me as a friend rather than looking at me as another employer coworker in the organisation or just looking at me as I was a client. As I went to the managers after the sales was not picked up, my level of Trust within your organisation was extensively damaged. Implementation of an incentive program could be done inside the organisation by providing Commission to the Employees as well as discount for our products and free samples in the respective scenario.

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