SMALL TOWN GIRL
MNM3703
SALES MANAGEMENT
WRITTEN ASSESSMENT
CASE STUDY:
FIRST FOR WOMEN
BCOM MARKETING MANAGEMENT
, TABLE OF CONTENTS
1 INTRODUCTION ......................................................................................................... 1
2 REMUNERATION PLAN - (CANT, 2023, PP. 182–198) ............................................. 1
2.1 STEP 1: EVALUATE THE SALES JOB DESCRIPTION ....................................... 1
2.2 STEP 2: ESTABLISH SPECIFIC OBJECTIVES .................................................... 1
2.3 STEP 3: DETERMINE LEVELS OF REMUNERATION ......................................... 1
2.4 STEP 4: DEVELOP THE REMUNERATION MIX .................................................. 2
2.5 STEP 5: CONSULT THE PRESENT SALES FORCE ........................................... 3
2.6 STEP 6: PRE-TEST THE PLAN ............................................................................ 3
2.7 STEP 7: REVISE THE PLAN................................................................................. 3
2.8 STEP 8: IMPLEMENT AND EVALUATE THE PLAN ............................................. 3
3 SALES PROMOTIONS ............................................................................................... 3
3.1 CONSUMER-ORIENTED SALES PROMOTIONS: ............................................... 3
Sampling:...................................................................................................................... 3
Premiums: .................................................................................................................... 4
3.2 TRADE-ORIENTED SALES PROMOTIONS: ........................................................ 4
Advertising Incentive:.................................................................................................... 4
Incentives for Insurance Agents: .................................................................................. 4
4 SALES METRIC .......................................................................................................... 5
5 PERFORMANCE EVALUATION METHOD ................................................................ 5
6 CONCLUSION ............................................................................................................ 6
7 LIST OF REFERENCES ............................................................................................. 7
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MNM3703
SALES MANAGEMENT
WRITTEN ASSESSMENT
CASE STUDY:
FIRST FOR WOMEN
BCOM MARKETING MANAGEMENT
, TABLE OF CONTENTS
1 INTRODUCTION ......................................................................................................... 1
2 REMUNERATION PLAN - (CANT, 2023, PP. 182–198) ............................................. 1
2.1 STEP 1: EVALUATE THE SALES JOB DESCRIPTION ....................................... 1
2.2 STEP 2: ESTABLISH SPECIFIC OBJECTIVES .................................................... 1
2.3 STEP 3: DETERMINE LEVELS OF REMUNERATION ......................................... 1
2.4 STEP 4: DEVELOP THE REMUNERATION MIX .................................................. 2
2.5 STEP 5: CONSULT THE PRESENT SALES FORCE ........................................... 3
2.6 STEP 6: PRE-TEST THE PLAN ............................................................................ 3
2.7 STEP 7: REVISE THE PLAN................................................................................. 3
2.8 STEP 8: IMPLEMENT AND EVALUATE THE PLAN ............................................. 3
3 SALES PROMOTIONS ............................................................................................... 3
3.1 CONSUMER-ORIENTED SALES PROMOTIONS: ............................................... 3
Sampling:...................................................................................................................... 3
Premiums: .................................................................................................................... 4
3.2 TRADE-ORIENTED SALES PROMOTIONS: ........................................................ 4
Advertising Incentive:.................................................................................................... 4
Incentives for Insurance Agents: .................................................................................. 4
4 SALES METRIC .......................................................................................................... 5
5 PERFORMANCE EVALUATION METHOD ................................................................ 5
6 CONCLUSION ............................................................................................................ 6
7 LIST OF REFERENCES ............................................................................................. 7
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