Large company goals like as sales limited the quality of products or increases in market share of the company, do not normally take into account employee motivation. Motivating employees is thus a problem and the opportunity for other companies like an ace with the aim of outperforms their competitors in the environmental market. For a firm to meet its set aims and objectives in the form of goals, its work must be motivated to perform effectively in the form of addition commission. Basing on research carried out by workers of a subject company, Ace echoed system of ideas prepared and issued by leading powers in the news paper, books found in libraries, and online reports conducted by professionals. This supposition opposes that monetary motivation are not the primary set aim or drivers for workers motivation in the company.
Ace Incorporated: Davis Manufacturing Company and Barr Industries Incorporated due to the problem of poor distribution. Not Until recently Ace ranked one of the first in sales volume, but currently it is down to third as a result of inadequacy in distribution. Like its competitors. Ace sells to exclusive distributors who also sell to the retailers and who also sell to dealers in their original places. Obviously, Ace is highly basing on its distributors as their means of supply, for its sales can be not better and fit their aim and objectives. Because Ace is currently depending on its distributors as their suppliers, Ace executives are suspicious and put the blame of the sales decline that should be put on these distributors weakness. Clear foretell and focus of the business destination, information of success toward goals, accountability, and public appreciation are common primary drivers. A firm aiming to achieve superior performance should Focus on these activities performed by the company. Hacker Handbooks (Boston: Bedford/St. Martin’s, 2011, 2007).
Every sale person’s presentation must be in three deferent categories; high pressure, moderate pressure, and low pressure but the observers clearly reported some difficulties in the making and providing some borderline some decision and they felt that most of the presentation was easily classified.
The necessity of the product key knowledge: product knowledge is the accepted requirement for a successful selling. This was conducted during the exit interview. Using the 30 basic questions measured the salespeople’s product knowledge. Correct responses to 27 or more of the questions were determined to be excellent; 24 through 26 was fair and below 24 was classified inadequate. The productive salespeople displayed superior knowledge of the product with 17 of 20 scored scoring excellent.
Smart goals for Performance of the salespeople in the Ace Company:
Achieve Level, 5 Maturity for QA and Testing Process, standard products, and quality, increased production of standard produces should be emphasized most.
P Problem: distributor’s performance deficiency.
I Intervention: Encourage creativity and magnification
C Control: thoroughly supervision.
O Outcomes: Measure to see whether the percentage of performance in the company has increased.
The distributor in the production boycotted to produce the items on demand in huge amount instead produced items on lower demand in the market, and this act affected company’s expectations. This was identified after accompany facing a slit deficit.
If the performances of distributors increase along with creativity, the company will be in a position to meet its goals and objectives. So this means that if all (4) milestones are complete, then it is "5" on a scale, if 3 milestones are complete, then it is "3" on a scale and if “2” milestones are complete, then it is “2” on a scale and if “1” milestone is complete, then it is “1” on a scale.
The control here is based on the salespeople who partly strain to meet the company’s goal following the rules and regulations of the company. The influence in this regard will be based on the market of the produced items and creativeness of the top manager. The support will be acquired from the project team, and the support gained from the clients of the company.
For any process in any company, there should be things that must take a stand still basing on the level of working together in order to achieve the intended goals. Whether it is a process of development or any non-technical process that might be applied, there are levels of its maturity in the company.
Support and grow the maturity of the Quality Assurance and Business Analyst programs in order to improve the quality of development and more fully support the Ace. This is done through deferent departments which are done in a hierarchy form for the smooth running and clarity in the company.
1. Reach out to Level 2 by end of May:
Define overall QA process and methodology that the team will be sharing for different types of testing like functional, system, and regression testing.
2. Reach Level 3 by end of July:
the standards and processes at level 2 with a generalized process .
3. Reach level 4 by end of August
At this level processes defined at level 3 are measured quantitatively and process will be justified without degrading the quality of the end product.
4. Reach level 5 by the end of September.
For the analysis of the salespeople in Ace Company, the study also went further to focused on the task environments it connects and relates to the allowed business that may fever the performance of the company as well as increasing the company’s quantity supplied in the market. From this analysis, it is revealed that it is made up of specific external basic constituent that a company faces in their immediate environment particularly kind within a large group. In this case, the task environment is to the relating denotation and metropolis in an area of consumer’s test and more mostly in the area of marketing and its environs where the proposed strategies within the company would be located. The company can have an impact over the task elements in this surrounding through massive research and planning that can add big impact on the company. The elements of task environment mostly include customers and clients on the position of their preference, labor supply, suppliers, and competitors in the world market and government bodies their prostates. (Bartok et al. 2011, p. 76).
Competition: This presents a danger to Ace. According to its Corporation's annual report, the company is answering the challenge from competitors with improved store design and emphasis on Halloran Low Prices. Prices are highly competitive in the marketplace, Greater buying power allows Ace to offer a lower price on many items than its competitors.
At this level, innovation and creativeness are involved in order for easy identification of further improvement in the pre-defined processes and standards
The positive effect of integrity: the evaluation of the salespeople’s integrity measured the apparent degree of truthfulness of integrity they perceived during the sales presentations into four groups impeccable, moderately high, questionable and deceitful.
Of the 20 productive salesperson observed, 16 were classified in group, and the smart goals were set up
Weighting: 85% for the goals to be arrived at for the increase of sales in Ace by the sales distributor of the company:
The apparent value of the moderate pressure: Measurements of the pressure used in the sale presentations were made in order to determine the relationship of pressure to sales success. Using the guidelines approved at the August meeting, the observers classified.
Analysis of work time used:
The time duty observation records were examined to determine whether differences exist between the productive and marginal salespeople in their use idleness, contacting prospects, finding prospects and miscellaneous activities. This examination revealed the following results.
Negative effect of idle time
As shown in the first chart, the productive salespeople spent less work time in idleness 28% than did the marginal salespeople 53%.
Dividends: The Company has declared dividends for its shareholders making it a good investment. It's also begun e-commerce which empowered the determination and high technology also worked as one of the factor that led the company to remain in existence on additional location of the company out that they as compared to others proving to be a success in the market. The bland equity was a little bit preserving because the company tried it level best to produce products that fit their customer test and preferences and could also fit in the world market competition of the price.
CAMPANY SALES ACTIVIES, PROBLEMS, AND THE PLANS
This study of salespeople’s sales activities is submitted to the manager of Ace on November 17, 1998.
The objective of sale training improvement: the objective of this study was to find out the means of improving the effectiveness of Ace salespeople. The plan for achieving this objective involved first determining the techniques and characteristics of effective selling. The information then will be used in improving Ace’s sales training program.
Use of observational techniques: the methodology used in this investigation was an observation study employed the time duty technique, which is a unique means of observing work performance under real conditions. A detailed description of the technique is part of the proposal approved at the August meeting and is and is not repeated here. Specific items related to the application of this method in this case are summarized in the following ways:
Two groups of 20 armor salespeople were selected for the observation of productive and a marginal group. The productive group was made up of the company’s top producers for the past year , the marginal group comprised the lowest producers. Only salespeople with three years or more of experience were eligible.
A team of two highly trained observers observed each of the salespeople selected for a continuous period of five working days. Using specially designed forms, the observers recorded the work activities of the salespeople. At the end of the observation period, the observer conducted an exit interview, recording certain demographic data and administering a test of the salesperson’s knowledge of Ace’s automobile.
The score for product knowledge was sharply different in the marginal salesperson group. Although 5 of them scored excellent, 6 scored fair and other scored inadequate. These data point to an apparent weakness in train or a lack of individual preparation.
Marketing Techniques: New marketing and merchandising innovations with the price matching guarantee enhances consumer’s perception towards brand and helped turn a threat into an opportunity. Ace’s Low Prices. Changing store and opening up new branches in different areas New England was design to provide an enhanced shopping experience coupled with in-store and external marketing efforts to help produce and increase net profits for financial year.
The proceeding presentation reveals some basic differences in the sales presentations of the productive and marginal salespeople displayed higher integrity. They used moderate pressure, whereas the marginal people toward high or low extremes. Also, the reductive people knew their products better.
Recommendations for this study:
The main question that is mostly put into consideration in this study was intended to establish and improves on the company’s sales by the distributor of company’s products to different retailers in their premises at large and the areas are viable option for the client who intended to have the interest of the products. Basing on the preceding analysis curried out in the study, and task environments drawing conclusion on such an expansion of the business ideas basing on the analysis that is likely to be a prominent investment leading the company maximizing it sales globally. The study also put much consideration on the range of advertising, marketing and management issues that will help the company to meet its set goals and objectives and with the need to be mostly considered and to ensure the success of the business as a result of the analysis curried out. Most failures in this regard can be regarded as bad. It mostly includes changes from plan in a relative closely defined act or processes of high routine operations in production and services delivery. According to Ames Michael (1983), there should adequate training and support which employees can follow those series in agreement to uplift the performance of the company. If they don’t deviance or inattention the ability to apply it might be the reason as to why performance and increase in the company’s is hindered. But in such cases to appear, the likely causes can be easily identified by the top manager and solutions are advanced in company Checklists. Production resumes not obstructed if the problem can be treated within no minute.
The conclusions reached in the preceding sections suggest certain actions that Ace should take in the training its sales force. Specifically the instruction should be altered to include the following topics:
Importance of minimizing the idle time and sales rewards from productive work mailing literature, telephoning cultivating prospect
Distributors motivation what is much necessary to achieve the expected and intended results will be rewarded to the active distributors. Those who miss up with the mark will be adopted and be required to present the reasons that are behind their performance and such that they can either improve or take affirmative action that will work immediately in order for them to improve performance within the company’s but should different role to be performed.