Question: A large corporation notices an irregular decrease in the sales of a particular representative. The sales rep, normally in very high standing among other salespeople

A large corporation notices an irregular decrease in the sales of a particular representative. The sales rep, normally in very high standing among other salespeople and quotas, has of late failed to achieve her own quota. What can be done by the sales manager to determine whether the slump in the sales curve is the responsibility of the representative or due to things beyond her control?

Step by Step Solution

★★★★★

3.52 Rating (165 Votes )

There are 3 Steps involved in it

1 Expert Approved Answer

Step: 1 Unlock

When a sales manager notices a significant decrease in the sales performance of a representative its essential to determine whether the slump is due to factors within the representatives control or ex... View full answer

Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock

Step: 3 Unlock

Students Have Also Explored These Related Sales Force Management Questions!

Assume that graduation is here and you've been offered a job with the choice of two cities. The job in both cities would be the same with the same salary (given cost of living adjustments). Im adding...

Planning is one of the most important management functions in any business. A front office managers first step in planning should involve determine the departments goals. Planning also includes...

In the fast fashion retail business strategy, supply chain management processes serve to introduce fashionable merchandise rapidly, such that stores can respond immediately to customer demand for...

2. A large corporation notices an irregular decrease in the sales of a particular representa- tive. The sales rep, normally in very high standing among other salespeople and quotas, has of late...

Chapter 12: Sales Person Compensation and Incentives Breakout Question : A large corporation notices an irregular decrease in the sales of a representative. The sales rep, normally in very high...

Corporate Budget i n g Is Broken Let's Fix It Traditional budgeting processes waste time, distort decisions, and turn honeSt managers into It doesn't have to be that wayif you're willing to the ties...

Pat Wallers work with the sales reps provided useful information. At this point, Waller thought he was starting to get a good sense of the situation. What do you think is happening at Valley Winery?...

Question: please read case and answer question, do not copy answer from other posted question on chegg. 1. situations analysis nature of demand extent of demand nature of demand environmental climate...

About Revitalizing Dell case study. Answer the following questions: What is their organizational structure? Who are the competitors? What is their position in the market? Who is the target market?...

Complete the operating income, ending assets invested, average assets invested, and residual income calculations, for investment centers H andF: Subsidiary H $20,000 S1,500 S4,000 S6,000 Subsidiary F...

Kazma, Folkert, and Tucker are partners with capital account balances of $30,000, $75,000, and $45,000, respectively. Income and losses are divided in a 4:4:2 ratio. When Tucker decided to withdraw,...

What are the major reasons for the skepticism of many developingnations regarding the comparative-advantage principle and free trade?

=+4 When can a patent be declared invalid? Cite two examples.

Your product is clearly not as good as the competition. The customer has been loyal to your company for years, but you will not come out with a replacement of your existing equipment for at least a...

Think of a time you were talking with someone and felt yourself getting angry. How did you handle it? What steps would you take to keep from getting angry with a customer who was being unreasonable?

Your company has just announced a 7 percent price increase on your entire product line and you are meeting with your most important customer. She announces that your competitor has already been to...

All of the following are considered unrelated business income for a 501(c) seven social club except

Genuine Spice Inc. began operations on January 1 of the current year. The company produces eight- ounce bottles of hand and body lotion called Eternal Beauty. The lotion is sold wholesale in...

If someone you did NOT know wanted to borrow money, list at least three things you would want to learn about them before deciding? Why is knowing these things important?