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Chapter 11, 12 and 13

Subject: Consumer Behavior

Paper Model: APA

Paper Type: dissertation

Total Words: 557

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Document Outline

: In evaluating your accounts, what is the 4-quadrant method and how would you utilize each quadrant to access your time and productivity? What is the 80-20 principle

Define motivation. What are the tools you would use to motivate your sales associates? What would your role be in the process? What is "soft currency"?


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: In evaluating your accounts, what is the 4-quadrant method and how would you utilize each quadrant to access your time and productivity? What is the 80-20 principle?

            Four-quadrant method enables sales team to list tasks based on priorities and splits in two buckets that include what is first priority and second priority tasks. This quadrants is split into four sections that include urgent, not urgent, important and not important tasks. Urgent portion facilitate spending time on emergencies and deadlines. It is very important to perform these activities. Secondly, some tasks are important but not urgent. These tasks falls in second quadrant upper left. Not important but urgent comes at extreme left side of the quadrant. Task, which is not important and not urgent, comes at extreme left side of the quadrant.

Question 2: Define motivation. What are the tools you would use to motivate your sales associates? What would your role be in the process? What is "soft currency"?

            Motivation is the level of effort a sales person wants to put for each task and activity associate with his/her job. Important tools to motivate sales associate include understanding personal differences. It is not necessary that one thing that motivates a sales person could be equally beneficial to other sales person as well. Therefore, it is necessary to understand personal differences. Encouraging work life balance is also necessary. It is important to respect their family matters as well. Praising good work is also important. This induces motivation in sales team for better work. Moreover, favorites should not be played in the office. Equal treatment is necessary for all employees in the office. Evaluation of sales team should be visible and do not hide anything.

Question 3: What methods would you use in the recruiting, selecting and training of your sales associates? What is your role in this process?

            Job analysis and selection criteria are important in this regard. Job analysis determines the job requirements, qualification and responsibilities. When these things are identified, job description and specification is built. Job description provides details about the requirements of the job in terms of roles and responsibilities and job specification provide qualification necessary for the post. Both internal and external sources are analyzed. Internal sources include internal employees of the organization that can use for internal job posting. On contrary, external sources include outside recruiting and consulting labor markets.


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