Don Martins Company Case Study Example | Topics and Well Written Essays - 1500 words

Don Martins Company - Case Study Example According to the paper Martin’s has competitors in: furniture, electronic household appliances, branded big-ticket items. Martin’s advantage is the big parking lot right behind his store. This is a competitive advantage that must be explored, because parking is a problem in the area. It works to Martin’s advantage if his customers can park right next to the store, because that would make it easy to cart away and load the big-ticket items onto the customers’ vehicles. This is one major incentive for customers to choose to purchase repeatedly from Martin’s store. From this study it is clear that the firm has just begun to feel the effects of declining financial sustainability, with the incurrences of losses in its operations for the last fiscal year. This is not to say that the Martin’s business is already in dire financial condition. The business is still financially viable at present and maybe for a few more years, but the flat revenue growth and the downtrend in earnings should be arrested if the company will continue to be viable in the long term. Martin’s business, despite the most expansion, has not realized the additional revenues which were expected. This means that the firm has not maximized its marketing potential in order to take full advantage of the expansion. The company has resorted to costly advertising which has not brought increased sales. It should rethink this strategy and resort to promotion that directly impacts upon its customers’ needs. It is assumed that the company also has e-marketing capability, as most firms, even small ones, are equipped with online capacity.

Why They Didnt Teach Us in Sales Classes Essay Example | Topics and Well Written Essays - 750 words

Why They Didnt Teach Us in Sales Classes - Essay Example One month is a very short period to comprehend all these aspects. Therefore, it won't be a wise decision on the part of Rick to give up at this juncture. It is quite shocking to see how Mr. Brown responded to the distress call from Rick. The response can at best be termed callous and irresponsible. If Mr. Brown had taken the call from Rick and told him to take it easy and wait for the rains to stop, Rick would've felt quite at ease. Such a gesture would not only boost the morale of Rick but it would in the long run help the company in attaining better sales figures. Mr. Brown must take into consideration that; Rick is recently married. Though, for a company it means nothing, but if we take into account the humanitarian aspect, Mr. Brown must have taken this aspect into account as well. Effectively managing the Human Resources and developing this resource into a competitive advantage forms the core component of globalization. Therefore, an ideal response from Mr. Brown would've been, if there's no sign of the rain stopping, the Rick must head home for the day and instead take up the leftover assignment next day. Subsequently, in the coming days, Mr. Brown should train Rick in handling such situations in a better manner. Sales divisions of many companies are the ones with high turnover ratios on account of challenging working conditions and sales targets. In order to retain the workforce and reduce the turnover rates amongst new sales personnel, the company can; Announce attractive incentive schemes for different sales targets. This would certainly involve some cost, but this cost would be much less than the additional cost burden involved in recruiting and training newer personnel. Sales people have very hectic schedules which often results in disturbing their family lives. Therefore, if the company is able to provide some periodic family get-together opportunities as well for the sales people, it would go a long way in boosting their motivational levels. Training and development of the sales personnel is a must, because they are the ones who have to handle different types of situations, meet people of different temper and tastes etc. Q4: What can firms do to increase salesperson status It is indeed in the best interest of the company if the sales-personnel feel proud of their status in the company, in the society, amongst the fellow workers and in the market. Irrespective of the nature and specialisation of company, it can be said for sure that, 'people' form the core of its activities and therefore, the behaviour and character of these very 'people' will affect the overall functioning and character of the organisation. The performance level of this workforce in turn depends upon the types of motivations provided by the organisation. In order to improve the status of the salesperson the company can; Delegate some leveraging and bargaining power in the market, so that in a scenario like the one mentioned in the case study, the sales team is able to offer something to their existing distributors/ retailers for them not