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Sales Management

Sales Management. Inject Plastics Case Topic 20. Stop! Read the Case! Answer the Questions. Was This “Bait & Switch?”. Don’t Want Staff to Sabotage the Test Only the Efficient Survive Highly Competitive Industry Driven by Cost Control

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Sales Management

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  1. Sales Management Inject Plastics Case Topic 20

  2. Stop! Read the Case!Answer the Questions

  3. Was This “Bait & Switch?” • Don’t Want Staff to Sabotage the Test • Only the Efficient Survive • Highly Competitive Industry Driven by Cost Control • Information Tech Advances Have Caused Same Result in the Past

  4. Tough Decision for Roger • Identify People to Fire • Justify Decision • Write Termination Letter • Terminate Them

  5. What Criteria to Identify Cuts? • Sales? • Sales to New Accounts? • Longevity? • Multiple Year or 1 Years Sales?

  6. Wally is the Easy 1st Choice • Gretchen?? • Low Total Sales • Low Experience • Middle of Pack in New Sales • Next Choice Depends on Criteria

  7. Regardless of Choice • Have Clear Criteria • Criteria Should be Reasonable • Cannot Target Protected Groups for special negative consequences

  8. Termination Letter Details • Was This for Poor Performance • Was This for a Strategy Change • Is there any consequence for discussing strategy change? • Open for Rehire

  9. Why Not Help Them Get a Job?

  10. Actual Firing • Do it in person • Offer to serve as a reference • Give them the letter

  11. Lawsuit Issue • Law on your side • Facts on your side • Money to pursue • Desire to pursue • Managers not Lawyers

  12. What About Retained Employees! • This is critical • Meeting • Candor • What to Emphasize?

  13. What is Pay Outcome? • Not Good • Assumptions • Current • Projected

  14. High Salary? • Cut Incentive Pay • Are Incentives Optimal? • Will Pay go Up or Not?

  15. What Will Happen to Profits?

  16. Better Options? • Need a Specific Plan • Political Situation? • Good to Stand Out?

  17. Speak to Oberon?

  18. Follow Up on Job Feeler?

  19. The Hidden Next Step

  20. What Have We Learned? • Golden Rule • Choose Nice When You Can • Don’t Accept Assumptions • If you object – have clear Plan B • Goal & Incentive Conflict • Trust No One

  21. Generation Gap • My Generation • Internet Generation • New Hire Norm Setting

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