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Muller sales representatives

• They are mainly inter ested in increasing their basic salary and commission. They think the company's main aim is to maximise profit. If they do that, the company will be profitable.

• They promise their customers early delivery dates, but the company often cannot meet the dates and the customers complain.

• They send in short sales reports which are often late and incomplete. They usually forget to send written follow-up when customers place an order.

• They are happy "i'n the present system of payment: low basic salary, high commission.

• They are very competitive, so they keep information about customers to themselves rather than sharing it with their colleagues.

• They are aggressive when selling and put pressure on customers to buy. For example, they often offer expensive gifts to customers to build up loyalty.

p —— — — — — — — — — — — — — • Peterson sales representatives

• They believe in working as a team and supporting each I other. They think the company's aim is to keep the

customer happy and to build up good customer relations. If they do that, the company will be profitable.

■ • They believe that the company should always meet its

delivery dates. Therefore they do not promise customers I very early delivery.

• They send in well-written, informative reports on or

■ before the deadline. They always provide written follow-up when a customei places an order.

• They would like a higher basic salary and a bonus paid to I the team if they exceed their monthly sales target.

• They believe that staff should share information about customers with each other. This is the best way to

I maximise sales.

I • They build up customer loyalty by gaining their trust.

They do not put pressure on customers to buy. They do 1 not believe in giving expensive gifts to customers.


 

 


Writing

As the Sales Manager of MPM, write the Recommendations section of a report to the CEO about the actions agreed on in the meeting with the sales representatives.

Wilting file page 135

Recommendations

To enable the sales representatives to work together more effectively, we have agreed on the following three points.


 

 


AGENDA

1 Relations between sales representatives

2 Delivery dates

3 Reports

4 Payment system

5 Sharing information

Firstly, we should ...

6 Customer loyalty


Revision

Marketing

QAdd the appropriate noun to each group below to make three compounds each time.

range

1 .................... launch

lifecycle

share

2 research

segment

budget

3 .................... campaign

agency

goods

4 .................... profile

behaviour

figures

5 ............................. forecast

targets

Use a compound from each group in Exercise A to complete these sentences.

1 If we increase our........................ we may have enough money for TV

commercials next year.



2 Our....................... is very broad. There is no need to expand it at present.

3 Their representatives are under pressure to meet........................

4 When people earn more money, demand for.................... tends to go up.

5 How can we make sure that our new range is targeted on the right

Questions

?

Put the words in these questions in the correct order. Then use them to complete the dialogue below.

a)increased / share / our / market / has

b)it / what / start / time / does

c)sales / finished / you / report / have / your

d)fantastic / isn't / that

e)furniture / about / new / what / range / our / of

f)are / what / like / they

g)tell / vou / Marco / could

h)going / how / things / are

i)the / news / does / good / Susan / know

A Hi, Jeremy........................ 1

J Very well, thank you. It's been very busy!

A ....................... 2

ρ
Vocabulary

I Not yet, I'm afraid. But I've already gathered all the figures. A Great. 3


J Well, I think we've had excellent results.

A 4

J Yes, by 3.5%............................................... 5

A Excellent! I'm impressed................. 6

J No, not yet. Let's keep it a surprise till our meeting tomorrow

A Good idea. By the way,............... 7

J Nine, as usual....................... 8 Otherwise I'm sure he'll forget.

A I will, don't worry. Just one more thing............. 9

Vocabulary
Reading

J It's doing really well. Orders are pouring in, actually.

A Planning

In each sentence, cross out tne verb which does not normally combine with the underlined noun.

1We will ask them to write /prepare /estimate the report.

2Let's try and keep within /implement/rearrange /meet the deadline

3It is our responsibility to collect /prepare /implement /keep within the budget.

4They have arranged /forecast /rearranged the meeting for Tuesday 2 p.m. Can you come?

5What kind of plan have they written /prepared /done?

© Put these sentences in the correct order to write a paragraph about good planning.

a)The most important thing is to know exactly what your goal is.

b)The next thing after setting a deadline is to identify the tasks that are necessary to achieve your aim.

c)Many people ask themselves what the secret of good planning is.

d)You can then get on with them and work to a timetable.

e)Once you have defined that, you have to decide by when you want to achieve it.

Match these sentence halves to create a letter of invitation.

Dear Mr Mazari,  
l As the Sales Manager of lnterco-op a) to run a workshop on how to prepare
Europe, 1 would like a budget.
2 1 have read many of your articles on b) to your reply.
successful planning in the Financial Echo, c) would be convenient.
3 At lnterco-op, we believe d) would be particularly useful for our
4 Therefore, we organise junior team members.
5 We would be very grateful if you agreed e) you can find time to accept our
6 In addition, a focus on how to make invitation
accurate sales forecasts f) and found them extremely interesting.
7 We understand that you are very busy, g) regular professional development
but we hope seminars.
8 Any Monday or Thursday in the next six h) staff training is of great importance.
weeks i) to invite you to give a presentation to
9 We look forward our Sales Team.
Yours sincerely,  
Linda Manasseh  
Sales Manager 18ZL


Write Mi Mazari's reply to the letter of invitation above.

• Thank Ms Manasseh for her invitation, and say you accept it.

• Suggest two dates when you are free; say which date is more convenient foi you, and why.

• Remembei to ask. all the key information you need (e g. type of business? / number of participants? / length of talk? etc.).

• Say how much you charge for this kind of work

Vocabulary
Reported speech

• End suitably

Managing people

Complete the text below with the verbs rrom the box.

believe communicate deal delegate invest listen respond

If you ask employees what qualities they vaiue most in a manager, the majority will tell

you that they need a manager who can.................. * to them attentively and

sympathetically. Obviously, nobody likes talking to a brick wall, and the ability to

...................... 2 clearly with colleagues is essential to anybody in a management

position.

Secondly, when staff worry over certain issues, a good manager should

...................... 3 to their concerns promptlv and also.................... 4 with any

problems as soon as they arise

Trust is also rateo very highly, so managers should also................. 5 in their

employees' abilities and be prepared to................ 6 responsibilities to them

whenever possible.

Finally, a good manager should also.................. 7 in regular professional

development opportunities for their staff.


Date: 2015-12-24; view: 1677


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In addition to using questionnaires, EBA held focus groups in a number of European countries. These were some of the most common opinions. | ΞComplete these sentences withsaid ortold.
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