National office machines motivating japanese salespeople case answers

Show transcribed image text CASE If the company cannot use incentives then I would create a company wide policy in the Japan branch of NABMC to increase market share and begin a strong aggressive sales approach.

The company to use. Besides the guarantee of employment for life, the typical apanese worker receives many fringe benefits from the company. That is, should it follow the Japanese tradition of straight store even supplies furniture, refrigerators, and television sets salary and guaranteed employment with no individual incentive on an installment basis, for which, if necessary, program, or the U.

INOM It must also be remembered that when A is convinced that salespeople selling its kinds of reaches retirement age usually 55 he will receive a products in a com petitive market must have strong incentives to ump sum retirement or a pension, either of which will assure him a fact, NOM had experimented on a uce.

He often brin One of the many sales management problems facing the home food, clothing, and other miscellaneous articles he Nippon American Business Machines Corporation NABMC, the has bought at the company store at a discount ranging from name of the new joint venture was which sales compensation plan 0 percent to 30 percent below city prices.

In the past, it had no significant in the s, an unskilled worker pledged to remain with a sales or sales force in Japan, though the company was represented pany all his useful life if the employer would teach him the new there by a small trading company until a few years ago.

The agreement also allowed for U. Just how paternalistic the typical Japanese firm most of whom have been with the company their entire adult careers. Another h strength to be gained from furloughed, simply because there the joint venture is managerial leadership, which is sorely needed.

There is little chance of being fired, pay raises are manufacturing company organized in Fourteen Japanese companies have products that compete with include several foreign giants such as IBM, Bank loans and mortgages are granted to on Nippon other com time emplo National Cash Register, and Unisys of the United States, and Sweda ption that they will never lose their jobs and therefore the assum Machines of Sweden.

The company pays his daily trips between apanese nationals. This will allow the company to see increased incentives for sales, however will also allow the staff to get used to the idea that they will not be paid for ineffective work. Design a pay system you think would work, satisfying old salespeople, new salespeople, and oth Things such as a sales quota chart where it is visible to all employees to see will help get the sales force motivated.

I would also stray away from highlighting what an individual does but focus on how well the group is doing. In the mechanical arts. In addition to the a serf promised a lifetime of service to his lord in exchange for a United States, it operates in most of western Europe, the Mideast, lifetime of protecti on.

By implementing a sales plan where part of the payment comes from salary and some comes from commission, then it will increase incentive for creating and sustaining sales and become a catalyst for NABMC to begin to regain lost market share in the Japanese market.

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United States of commi ssions and various ncentives based on In case of illness, A is given free medical treatment in sales perfo rmance, with the ultimate threat of being fired if sales the company hospital, and if his indisposition extends over quotas go continuously unfilled?

Therefore, the main statement for the case is as follows:Case study 3 National Office Machines—Motivating Japanese Salespeople: Straight Salary or Commission?

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1. A straight based salary guarantees a financial security to the salespeople when the economy gets bad. Search Results for 'national office machines motivating japanese salespeople straight salary or commission' Motivating Japanese Sales People Long Case – MBA Case NOM – Motivating Japanese Salespeople Part 1: Case Overview and Textbook Principles This case reviews National Office.

National Office Machines - Motivating Japanese Salespeople: Straight Salary or Commission? The Case National Office Machines entered into a joint venture with Nippon Cash Machines.

Week 9 Chapter “Personnel Selling and Sales Management”; Chapter 18 Pricing for international Markets; Supplemental Reading: Case National Office Machines—Motivating Japanese Salespeople: Straight Salary or Commission” Discuss project paper presentations.

Case Study on Japan Sales Force

Show transcribed image text CASE National Office Machines-Motivating Japanese Salespeople: Straight Salary or Commission National Office Machines of Dayton, Ohio, manufacturer of cash bomb.

Case Study National Office Machines-Motivating Japanese Salespeople: Straight Salary or Commission? Anthony DiSanto Prof.

Elam Multination Marketing.

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National office machines motivating japanese salespeople case answers
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