Maslow's Theory Of Sales Force Case Study

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This assignment mainly based on the need theory or need hierarchy which is introduced by one of famous psychologist Abraham Maslow. He introduced very simple and understandable need theory. But with the time there arise some shortcomings for that and some time it not matches with the real life. A sales manager of WEWE company got a chance to attend a one-day workshop conducted by SLIM under the topic “Essentials in Human Resource Management” After this workshop he also think about to use Maslow’s theory for his section which including 30 Sales Representatives and 6 Sales Executives headed by him. This assignment will present mainly under a four categories. At the first part of assignment describe about how the Sales Manager of “WEWE” company…show more content…
Out of various kind concepts I have select the concept of internal marketing as a special term for my internal customers. Internal marketing is involving staff at all levels in effective marketing programmers by enabling them to understand their role within the marketing process. There are four important which are essential to internal marketing programmes. Those are Motivation, coordination, information, education. Our leading topic would get first place out of four areas. WE can use number of internal marketing tactics for brings to high level of sales force motivation. Some of those are • Periodically measure employee satisfaction and awareness regarding new methods and concept • Develop in house radio pragramme to provide consistence information • Hold training sessions that focus on internal operations • Give non cash rewards such as merchandise or travel, electronics, watches, appeals In the marketing sector we have 4ps which cannot forget even talking about very small firm level. Those are product mix, price mix, place mix and promotion…show more content…
According to my view there has lot of positive sides as well some of unfavorable points. Because mainly we have incurred some cost for get those positives from our sales force. As a head person of this company I also have huge responsibility to care not only sales force but also company. Due to that reason I am doing some analysis based on cost and benefits by using the most relevant element under each p mix. First of all we evaluate what are the cost we have to incur to motivate them. In product mix I have suggested that held continuous periodical meetings to sales representatives. To do this company has to incur cost for o The cost of the day (which not work due to meeting) o Should provide some refreshments for participators.  Can increase customer base for company products due to superior performance of sales representatives rather than a sales guys in competitive firms. In price mix I have suggested educating sales representatives regarding company rules and regulations. o Have incur cost for published manuals, guidelines
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