Syntel, Inc: The Role of Compensation in Salesperson Turnover (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Syntel, Inc. is a manufacturer of industrial air compressor and other related products. It has worked with major retail chains to develop efficient air compressors for the industrial and commercial markets. The 1990s has been very profitable for the compressor industries due to the implementation of the do-it-yourself market where consumers were involved in home-improvement projects and automotive repairs. Syntel focused on the smaller light-weight product line of the compressor which increased its sales rate due to extensive research and development on the consumers need. Syntel jumped to the home-based air compressor where it faced traditional difficulties to bring the product into the market and expand its sales force accordingly. To overcome the problem, Syntel created three different groups of national account manager, manufacturers' representatives, and junior sales people. All three groups were offered different types of compensation mix plans like commission, yearly bonuses, salary, and benefits.

Schindler Pharmaceuticals: Motivating the Sales Force (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

The vice president of marketing, Amanda Miller, at Schindler Pharmaceuticals is looking the ways for motivating the sales force. The need for looking out motivation techniques and tools is due to a decline in the sales for a couple of years. The top-level salespeople are not performing well due to lack of motivation. Motivational tools like commission system, a promotion plan, sales contests, and sales meetings are currently in use. Miller had a close look at all the tools and techniques that are currently used to find the lagging in the motivation system. She came to the conclusion that there needs a balance between financial and non-financial incentives. She has a concern regarding non-financial incentives if they will act as motivational factors for the sales force to perform well to improve in sales.

School Suppliers, Inc.: Leading a Diverse Sales Force (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

School Suppliers, Inc. (SSI) with 50 sales people located at 5 different regional office in the United States is the national distributor in elementary and secondary school supplies. Howard Larsen is aged twenty-eight was promoted to the sales manager at the Southeastern Region for leading a group of 7 sales people. He seems to be in doubt himself as an effective sales manager within 4 months of the promotion. He has been leading a diverse natured sales force with more younger peoples working. He has been very effective with the young sales force but seems to have a problem with his senior team members as he talks about this with his friend John who is a manager of a resort. John has suggested the way of leadership after listening to the points from Howard about his dilemma in his leadership quality.

Hops Distributors, Inc.: Getting the Blend Right! (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

James William is the sales manager in Hops Distributors, Inc, local beer distributor which carries one of the top national brands located in Kansas City, Kansas. The firm has 500 accounts in each of its sales territories. Recently, Hops has switched its mode of operation from geographic only sales territory to customer-oriented strategy. The new strategy has segmented the customers on the basis of cases of beer ordered into four categories. The strategy focuses on calling the high volume users only. The sales commission for the category with highest has a lesser commission for which salespeople might me less interested to make a call. So the case talks about the challenges James has to face to implement the new strategy and to make the proper guidelines for the training of the salespeople to work with customer strategy. The salespeople need to work closely with the customers due to the segmentation of the customer on the basis of case of beer consumptions.

Billings Pharmaceuticals: Customer Vulnerability and Moral Equity (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Business ethics refers to the study of situational consequences that occurs during a business process. Billings Pharmaceuticals is a company which manufactures drugs and in the paper seems to work ethically with a good code of ethics. Beth Simmons a graduate of psychology is looking pretty excited to work with Billings due to its ethical values to the consumers. Beth comes into an ethical dilemma whether to support the unethical practice of its company or leave the job quietly since the drug Deploara has shown side effects of obesity and high blood sugar but the company denied any. The company was ready to pay $ 1.2 Billion to settle the legal lawsuits though it has denied any side effects earlier.

Simpson machine Tool Company: Sales Management Seminar (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

The three newly appointed sales manager with different ideology and different approaches are a participant in sales management seminar. Jerry Kline is a team worker and believes in working as a team will benefit, Grace Gallo believes in working door to door approach and short term relationship with the customer, and Paul Swenson is a personality of the learner, want to try different approaches and believes in long term relationship with the customers. The main approach of the seminar in here to extract the knowledge of these sales manager and bind them in a team bonding so that they can share their perspective views about sales. The training is one of the essential approach to groom the employees.