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My course is Staffing organisations (Recruitment and selection). So the answer MUST related to my course!
To read case study and write three separate paragraphs about
1, Aligning sales staff with customer needs
2, Retaining good sales staff
3, Replacing a senior manager
The following is the ideas that u need to write
– “earned income” sales
– Nature and importance of different markets
– Nature and importance of different products
– Nature and importance of different generational purchasing trends
– Issues related to organisational structure and geographic distribution of the company.
Earned income selling
Income derived solely from sales – no commission in the usual sense; sales must be made for the person to make any income at all which is usually a percentage of the sales. It is not an employment arrangement – there are no obligations on the organisation regarding employee benefits, any future work, superannuation liabilities etc.
Advantages for the person:
– Flexibility of schedule
– Great for supplemental income while working or studying elsewhere
Advantages for business:
– Incentive to sell to gain an income
– No employee benefits, no on-costs
– Less HRIS/admin work
– No/low risk in terms of commitment to people
– Great flexibility with changing economic circumstances
– No employment obligation whatsoever
– No/little physical infrastructure (no office, no building, no shop)
Nature and importance of different markets
Amway is operating in a range of markets, demographically and geographically.
Demographic markets: increasingly Gen X/Y
Geographic: expanding to Russia, Vietnam; in Australia and New Zealand already.
Implications:
– Younger people a longer-term market (lifespan)
– Levels of disposable income
– Business strategy will be quite complex and require adaptability.
R&S Strategy
Strategy must be flexible to adapt to different markets
Alignment of product with sales staff? Eg, do they want younger people selling to Gen X/Y? Boomers to Boomers etc? If so, how do they organise this? Ideas:
– online sign-up (no application; no screening?)
– order product: consider free sample packs; consider purchase/sales person chooses particular products from the range
– for established sales people consider screening for advancement
• Other ideas?
Retaining good sales staff
Incentives: certain sales for extra bonus/free products
Acknowledgement: “best sales person of the week/month/year”; Awards ceremony; dinner; free tickets to valued events etc.
Offer some form of employment relationship:
Include possible benefits like training and development, career development, succession planning, mentoring, superannuation, holiday pay, sick pay etc.
Other ideas?
Replacing a senior manager
What do senior managers do?
– Make business decisions, eg, expansion overseas; offer of employment to good sales sales people; decide budgets and resource allocation; have a vision of the business for the future. Amway wants younger consumers who are considered to have more disposable income.
• Options for recruitment of snr mgr
– “poaching” competitor’s senior mgr: make it attractive for the other manager to come to Amway
– Promote someone internally: application, screening, job offer, orientation and induction; all the usual employment initiation practices.
– Other ideas?
Generational “divides”
Gen Y is approx 1980-96
Gen X is approx 1961-1980
Baby Boomers: approx 1945-1960
‘Traditional’ : pre 1945
u can use those ideas even copy from here but not exactly the same, and related to case study to write three separate paragraphs. WITHOUT the above that I give it to u, then u need to write additional things or ides that related to those for about 100 words EACH. Thankyou.
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