Sellmore Co. Case Study Assingment Analysis Help With Solution

Posted on March 31, 2017

Sellmore Co. Case Study Assingment Analysis Help With Solution

 
The Sellmore Co. had become increasingly concerned about the inability of its sales force to generate sales from new business. The sales force of thirty is currently assigned to three regions in the Midwest, Northeast, and South. Each of the three regions has ten sales representatives assigned to that region. Each representative works off of a compensation system that is a combination of salary plus commission. At present the sales commission is 2.5% of all sales. The average sales person’s compensation package is currently made up of roughly 70% in base pay and 30% in commissions.
 
The company began to notice a significant drop in the level of cold calling and new business prospecting in the past twenty four months. An analysis of commissions earned during this period of time revealed that 80% were from existing business. Tom Driver, Sellmore’s sales manager, also noted that in any given day more sales representatives were in the office than out in the field. Driver was convinced that major changes to the compensation and performance evaluation system were needed in order to motivate the sales force and to begin to generate new business.
 
Driver developed the following proposal which was approved by Leo Sellmore, President of Sellmore:

How it Works

How It works ?

Step 1:- Click on Submit your Assignment here or shown in left side corner of every page and fill the quotation form with all the details. In the comment section, please mention product code mentioned in end of every Q&A Page. You can also send us your details through our email id support@assignmentconsultancy.com with product code in the email body. Product code is essential to locate your questions so please mentioned that in your email or submit your quotes form comment section.
 
Step 2:- While filling submit your quotes form please fill all details like deadline date, expected budget, topic , your comments in addition to product code . The date is asked to provide deadline.
 
Step 3:- Once we received your assignments through submit your quotes form or email, we will review the Questions and notify our price through our email id. Kindly ensure that our email id assignmentconsultancy.help@gmail.com and support@assignmentconcultancy.com must not go into your spam folders. We request you to provide your expected budget as it will help us in negotiating with our experts.
 
Step 4:- Once you agreed with our price, kindly pay by clicking on Pay Now and please ensure that while entering your credit card details for making payment, it must be done correctly and address should be your credit card billing address. You can also request for invoice to our live chat representatives.
 
Step 5:- Once we received the payment we will notify through our email and will deliver the Q&A solution through mail as per agreed upon deadline.
 
Step 6:-You can also call us in our phone no. as given in the top of the home page or chat with our customer service representatives by clicking on chat now given in the bottom right corner.

Features

Features for Assignment Help

Zero Plagiarism
We believe in providing no plagiarism work to the students. All are our works are unique and we provide Free Plagiarism report too on requests.

 

Relevancy
We believe in providing perfect, relevant and 100% accurate solutions to the student as per questions asked. All our experts are perfect in providing that so as to give unique experience to the students.

 

Three Stage Quality Check
We are the only service providers boasting of providing original, relevant and accurate solutions. Our three stage quality process help students to get perfect solutions.

 

 

100% Confidential
All our works are kept as confidential as we respect the integrity and privacy of our clients.

Related Services


1. The commission system would be changed as follows:
• A commission of 4% will be paid on all new sales. This rate would be in effect for a 2 year period from the date of the first sale in order to encourage the sales force to “mine” additional new business from each new customer.
• The 2.5% commission for existing business will be reduced to 2.0%
• Base salaries will no longer be increased for merit raises based upon the annual performance review. Instead a “bonus system” will be used to compensate those who meet their sales quotas. These bonuses will be annual increases but not built into the base pay.
 
2. Each sales person will be assigned a targeted sales quota for both new and existing business.
 
3. At the end of each year, each sales person will be evaluated and ranked based upon their level of sales to both new and existing customers.
 
4. Each sales person will be required to make a minimum of 15 “cold calls” per month.
Nine months after the new plan was implemented a 10% increase in new sales had occurred but sales to existing customers was down over 20%. Worse yet, customer satisfaction scores had declined from 95% to 80% and complaints about poor customer service were increasing at an alarming rate.
 
Morale among the sales force seemed to be at an all time low, especially among the more senior sales representatives. In fact three of Sellmore’s most experienced sales reps recently resigned.
 
Needless to say Leo Sellmore was both extremely concerned about the deteriorating situation and equally perplexed about what had gone wrong with the new compensation and performance evaluation system for the sale reps.
 

Product Code :Case90

To get answer for this question, kindly click here (Note: Don’t forget to write the product code in comment section)

You can also email us at assignmentconsultancy.help@gmail.com but please mentioned product code in the mail body while sending emails.You can browse more questions to get answer in our Q&A sections here.

Summary
User Rating
5 based on 1 votes
URL