Wednesday, January 23, 2019
Image Case Study B2B
1. What do you estimate of Mr. Reynolds c atomic number 18 orders in general? I envisage that Mr. Reynolds management method is real swearing and his style is ab out laissez-faire, making it a somewhat fragile system. Reynolds doesnt require paperwork which is usually used to detail and retain track of each employees actions but instead relies on trust and maturity amongst the salespeople. Generally such a method is a in truth risky but it seems that the intensive training that the employees receive builds their notion of responsibility.Furthermore, Reynolds management method tends to shy away from burdening his employees with potency estimates and quota targets like many another(prenominal) companies but believes each worker is ambitious for the company and themselves. His use of rewards and contests argon precise desirable for the employees but are very costly to tool Reynolds must really trust his employees to make a return to reach out such expenses. I do admire R eynolds converseion approach discuss all work-related problems weekly or daily if necessary by forebode with their managers.The openness of the workplace probably uses the communication to replace the paperwork, a very admirable relationship in my opinion. I think Reynolds has crafted a very unique system which, although currently is effective under his management, seems very feisty to implement elsewhere and is very burdening on the companys budget. I would not recommend it be to be adopted by other managers unless there is a strong financial foundation. 2.Does he have a quota system? What are quotas used for? Reynolds does not have a particular proposition quota system to manage his sales force or use them as targets for his employees, but he does use a quota system to figure out the monthly shipment schedule. Quotas are figures that act as an individuals target within a set time period, derived from past performances and potential or expectations, and used as a benchmark for p erformance evaluations.Instead of a quota system to evaluate, Reynolds uses a point system which is also dependent on angiotensin converting enzymes level of sales and uses it to rank employees based on their performance. The main difference, as perceived by Reynolds, is that the point system uses personalised objectives, not arbitrary quotas, to stimulate his salesmen. 3. Do you think that the expenses of the US sales force are too high?I do think the expenses of the US sales force are too high. Reynolds incentives indeed are very creative and motivating, however, they are a bit too extreme and extravagant. I think it is possible for Reynolds to cut some of the costs whilst maintaining the akin effect. For example, the Palm Springs convention could be cut by two eld and top salesman and district manager can only go to one or two locations instead of three each year.