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Collegiate Promotions Essay

1393 words - 6 pages

1. Evaluate whether or not the compensation system at Collegiate Promotions is effective.
The compensation system at Collegiate Promotion is effective for the following reasons:
The first reason that the compensation system is effective is because the system that they currently have at hand only rewards the employee if he/she sells an item. It’s stated that the individual can raise the price of the wholesale product to 30-50% above wholesale price. The compensation package that Collegiate Promotions have could be seen as being an at-risk program. The second reason that the compensation system is effective is that the type of reward system fluctuates, and can even result in an employee not ...view middle of the document...

2. Discuss reasons a sales representative would try to sell at both the top and the bottom of the price range. The reasons that they would try to sell at the top of the range are because sales representative would want to sell their products at larger schools with bottom of the range prices. Large schools would possibly mean that they would be selling their products against strong competition. So, in selling the products at the lower range prices, they could under-cut some of the competition’s prices and bring in larger volume sales. Larger sales volume would offset the lower prices of the products and would make the desired profits for the sales representative. There are no territories for the salesperson to work as sole ownership of a geographical area, and at a large school campus the sales representative would want to beat out the prices of competition on the same items offered. So, the sales representative would want to keep the sales price per item down and the volume up in large school settings. Small school settings would allow for higher prices of the items because the volume would be lower and there could be less competition. With a lower volume of sales, fewer students to sell products to, the higher prices would help offset the amount of commission made. This is a strategy for college campuses and sports venues, but this would not apply for other targeted customers such as internet product consumers. A different strategy would be needed in this case. The selling price would need to be set at the lower price range for the products. Internets sales are very competitive and the sales representative would be dealing with large groups of potential buyers. Competition and targeted buyers are at a larger scale and therefore prices must come down and volume must increase for profits to be reasonable for the salesperson’s income.

3. Predict whether the most sales are made at the top or bottom of the range of possible prices. Explain your prediction. The first reason is that because of the fact that there are no territories assigned to individual sales representatives, the possibility of competition, between salespeople, may be intense enough that there would be a need to undercut the competitor’s prices, in order to make the sale. From an article giving sales representatives advice; “Make sure that the company you would like to work with has a need for distributors in your area, and that the area is not already saturated. If the company you are working with has assigned territories, you should be able to avoid this problem. The second reason is that customers are usually loyal to products and not reps. this is a warning that if no territories are assigned, price reduction may be the only offence to gaining profits. The competition around ball game venues would be aggressive. Selling different items would be reduced in price during a game and then reduce even more after the game. The idea is to sell in volume and at the highest prices that...

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