Animal Testing And Its Effects On The Poor Treatment Of...

An increasing number of activists believe that animals have rights. However, this idea is somewhat controversial because animal activists look down upon the poor treatment of animals. They have a fear that animal testing is causing abuse and suffering to the helpless animals. Animal testing is a fairly serious matter because of all of the malfunctions and harm that leads to animal suffrage. The types of animals being used, such as rats, mice,rabbits, and chips are selected specifically for the test that is being performed. The outcomes of the test, depends on which animal is being tested and what it is being examined for. Common tests being used on animals include, medicine for human diseases, cosmetic products and their reactions, and students in training utilizing animals in educational laboratories. Many different types of species are used for testing and experimentation, but the most common types are mice, rats, rabbits, and chimpanzees. Rodents such as rats and mice are commonly used for testing products for many reasons, one being their frequent reproduction. Mice and rats are mammals with nervous systems similar to our own therefore, they are tested and given cancer, tumors, paralysis, and high levels of anxiety and depression in their immune systems. Rabbits are often used in animal testing and experiments because of their mild-temperament and they are easy to handle. They are used in cruel chemical test to study cardiovascular disease, skin conditions, and spinalShow MoreRelatedCase Study Of John And His Fathers Life1301 Words   |  6 Pagescould do. John grabbed his father’s hand an looked at his lifeless body on the bed, watching the life slowly leave his eyes. John’s father was one of the many individuals who agreed to be part of a clinical trial. He was suffering from poor health and needed treatment. Fortunately for him, a team of medical scientists had discovered a foolproof cure for John’s father and many other individuals that share the same illness to have a chance to a prolonged life. â€Å"Sir, we have discovered a new way to treatRead More Animal Experimentation: A vital role in medical reasearch Essay1035 Words   |  5 PagesAnimal experimentation has been and will continue to be a source in scientific research. Similarities between animals and humans allow for researchers to provide safer drugs and new treatments for diseases. (Foundation for Biomedical Research (FBR), 2008). Animal experiments have provided many positive outcomes in medical advancements that save human and animal lives. However, many people in today’s society have an emotional attachment to animals which fuels opposition to animal experimentationRead MorePros And Cons Of Animal Testing1074 Words   |  5 Pages Animal Testing is a enormous upset in the word today. Animal activist have been trying to put an end to it for years , but to no avail. Animal testing is when scientist will use animals to do experiments on . They will either hook heavy machinery to these poor defensel ess animals or inject them with harsh chemicals just to see if its okay for human use. Over 26 millions of animals are used every year in just the united states alone for these cruel acts by the hand of man. Testing on animals haveRead MoreAnimal Testing Should Not Be Banned1686 Words   |  7 PagesAnimal rights is the idea that all animals are entitled to the possession of their own lives and that they are entitled to their most basic needs. The topic of animals rights has been discussed in occurrences of illegal hunting, domestic animal abuse, and testing on animals for any purposes. There are a vast variety of reasons for why to test on animals, whether they be cosmetic or scientific. The most argumentative topic regarding animal testing is medical testing. The community that complies withRead MoreAnimal Testing Should Be Outlawed Essay1158 Words   |  5 Pagesof innocent and helpless, animals are being tortured and murdered. They are used for product testing as well as to put into products without consumer knowledge. These defenseless animals are deprived of respect and are victimized to an extent where it becomes unbearable to watch. There are many organizations that are trying to fight for animal rights. However, these organizations struggle with is because there is no legislation in the United States to combat animal testing. Even though it is not againstRead MoreAnimal Testing Should Be Banned1285 Words   |  6 PagesWhen picking out your mascara, do you stop to see what kind of makeup you are using? You could be supporting animal cruelty and not even know it. Today many makeup products are being tested on animals such as Covergirl, Revlon and even MAC. We have made numerous advancements in the world and have established the scientific evolution but it seems that our ethics and morals have failed to progress. The knowledge and power we have is exceptional, but with it comes responsibility to use it wisely andRead MoreImportance Of Animal Testin g1726 Words   |  7 PagesAnimal testing: Is it necessary? People take medicine, and they wear makeup. Most people own one or two or maybe more pets. Some people love their pets as if they were their own children. Pets are loved and taken care of. They are rescued and adopted. But do people know that they are treated the opposite in a laboratory? It is estimated that every year, 26 million animals are used for scientific and commercial testing in the United States. There are many reasons animals are used for testing. SomeRead MoreAnimal Testing And Its Effects On Human Health1433 Words   |  6 Pagesevidence supports that animal testing comes at a higher cost to animals than was initially acknowledged. Accounts of anxiety disorders, changes in behavior, hormone levels, and the amount of pain animals endure now drive the conversation regarding reforming animal testing practices. It is also noted that the predictive value of animal models do not translate into clinical success. The majority of animal research does not lead to improving human health. Most argue the use of animals overall is a needlessRead MoreAnimal Testing Should Not Be Banned1136 Words   |  5 PagesAnimal experimentation is not the most accurate testing, just because some medicine and cosmetic product pass an animal test it doesn’t mean it has a beneficial effect on humans. Animal tests have evolved in many ways throughout history in negative and positive ways. A strong negative being that we are different from animals but not just animals we are also different from each other. There are many arguments that we humans wouldn’t be where we are today if it wasn’t for reliance on animal testingRead MoreAnimal Experiments Or Torture?924 Words   |  4 Pagesâ€Å"experiments.† This is the life many animals in biomedical research are forced to live . Nowadays, most of the animal experiments are conducted on mice, rats, fish, and other animals that are excluded from the Animal Welfare Act of 1966. Animal experiments cause psychological and physical harm to the animals with a complete lack of respect for their quality of life which is why they must be banned. The effect that biomedical research experiments have on these animals is detrimental. According to the

Description of The Psychology of Action - 1298 Words

Using your intuition about everyday behavior is insufficient for a complete understanding of the causes of human behavior. Discuss Relying on ones intuition is an inaccurate way of deciding on the causes of a person’s behavior. A person behavior is normally shaped by past experiences, culture, education or genes. Hence intuition is not an adequate means by which one can assess the behavioral pattern of an individual. Scholars, over the years, have explored this phenomenon of what influences our behavior and have shown that intuition is not adequate enough to explain behavior. In this paper, discussion will surround factors that explain the causes of behavior which are exhibited on a daily basis. According to Merriam Webster Dictionary†¦show more content†¦However, only a few atmosphere-related studies have considered the role of ambient scent and its impact on consumer behavior (Chebat Michon, 2003; Turley Milliman, 2000). Many readers can relate to this based on these finding in that, once our senses begin to work then that trigger our behaviors. Whether it is to run away because we sense a threat or either we pull closer and buy a product because we sense a favorable condition. Either way, the senses have illicit the behavior. We often times wonder why we begin to salivate after we smell food or why we begin to get nervous before an interview. Even though we are not accounting for each of the processes, they are still occurring in our bodies. Without these systems and processes, we would not be able to function properly on a day to day basis. In essence, sensation not only provides us with favorable choices but also act as a protector to us so we can stay away from harm. Persons living in dangerous situation are sensitized to the atmosphere which can be a benefit and harm to them. It is beneficial in the sense that being familiar through sensation adoption will allow one to protect themselves from harmful substances and setting because they were sensitize. On the other hand, being sensitize to something one may not be aware that is harmful from example being expose to a toxic gas. As a result, individuals might be slowly be affected and do not know it.Show MoreRelatedPsy 496 Week 1 Assignment Case Study Ev aluating Ashford University Institutional and Program Outcomes1086 Words   |  5 Pagescom/psy-496-week-1-assignment-case-study-evaluating-ashford-university-institutional-and-program-outcomes Description Case Study: Evaluating Ashford University Institutional and Program Outcomes. Prior to completing this assignment, read the Ashford University Institutional Outcomes located on the Syllabus page for this course. Additionally, read the Bachelor of Arts in Psychology Program Outcomes (pg. 248) located within the Online Undergraduate Programs section of the Ashford UniversityRead MoreOne of the Main Divisions Between Mainstream and Critical Social Psychology Is That of the Methods Adopted. Discuss with Reference to the Cognitive Social and at Least One Other Social Psychological Perspective.1698 Words   |  7 PagesOne of the main divisions between mainstream and critical social psychology is that of the methods adopted. Discuss with reference to the cognitive social and at least one other social psychological perspective. Social psychology has existed for about 100 years, before which psychology was a branch of philosophy. Social psychology studies individuals in their social contexts. 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D) mind. 2.The essential difference between behavior and mental processes is A) complexity. B) observability. C) controllability. D) ease of description. 3. Why is psychology a science? A) It attempts to separate the elements of the mind. B) It uses rigorous methods of observation. C) It has more than one researchRead MoreFundamentals of Research Methodology1216 Words   |  5 PagesFundamentals of Research Methodology Paper Psychology is a discipline which seeks to study the thoughts and actions of men in a scientific way. Science is a marvelous development in the history of human thought. The American Heritage Dictionary defines psychology as the science dealing with the mind, mental and emotional processes, and the science of human behavior. It defines science as systemized knowledge derived from observations and study. Scientific study is a way of understandingRead MorePsychology Is The Study Of Behavior And Mental Processes972 Words   |  4 PagesWhat is psychology? Scientifically psychology is the study of behavior and mental processes. More in depth thinking of it, psychology is the study of the psyche, or soul. As Carl Jung stated â€Å"Every psychology problem needs a spiritual solution†. By this he means the only way to solve problems psychologically, people must understand themselves in â€Å"breathe, spirit, and soul†. Psychology does not only study the overt actions of humans such as smiling or talking, but also studies the covert activitiesRead MorePsychodynamic Theory : The Psychosocial Development Stages And The Unconscious Mind934 Words   |  4 Pagesstages and the unconscious mind are essential to understanding human behavior (Walsh, 2013, p. 55). This broad theory encompasses several other theories such as ego psychology, psychoanalysis, relational and object relations theory, and self-psychology. For the purpose of this client intervention, the focus will be on the ego psychology practice theory. This practice theory identifies the client in their social environment and the role of the ego in human behavior (Walsh, 2013, p. 56). The clientRead MoreOutline and Assess the Use of Experiments in Social Psychology Drawing on the Cognitive Social Perspective and Phenomenological Perspective1672 Words   |  7 Pagessocial psychology drawing on the cognitive social perspective and phenomenological perspective. DD307 Social Psychology: Critical Perspectives on Self and Others Chris Hall P.I: B8172344 Hand in date: 29/02/12 Word Count: In this essay I have been asked to outline and assess the use of experiments in social psychology. For the last century scholars have often questioned what actually is social psychology, andRead MoreHuman Social Perception Of Social Psychology870 Words   |  4 PagesHuman Social Perception in Empirical Literature Human social perception is area of study within social psychology that involves the complex cognitive system that is personal to each individual. Since each person has a unique cognitive system, interpretation of social situations is unique to each individual. The differences in cognition and perception between different people allows for varied interpretations, accurate perceptions, and misperceptions. Social perception is an interesting topic thatRead MoreTheory Critique of Crabb and Hawkins Essay826 Words   |  4 PagesTheory Critique of Crabb and Hawkins Jeremy Poling Liberty University Integration Dr. Crabb suggests that there are four viewpoints to integrating spirituality and psychology. The first being â€Å"Separate but Equal† This viewpoint ascertains that psychology and spirituality do not mix any more than if a person needs a filling for a cavity or the excising of their wisdom teeth, they do not peruse the scripture for direction the person goes to a dentist. This view is not solid for its very

Sales Report Example Free Essays

Table of Contents Executive Summary3 Part 1: GSM Personnel Specification4 1. Experience4 2. Qualifications4 3. We will write a custom essay sample on Sales Report Example or any similar topic only for you Order Now Required skills5 Part 2: Key issues and Recommendations6 1. Introduction6 2. Key issues6 2. 1 Motivation and job satisfaction6 2. 2 Recruitment and selection7 2. 3 Training and development7 2. 4 Key account management8 2. 5 Sales team structure8 3. Conclusion9 4. Recommendations10 4. 1 Change the reward system10 4. 2 Set up the formal recruitment and selection process11 4. 3 Set up a standardized training11 4. 4 Restructure the sales team with the new role of KAM13 . 5 Action Plan15 4. 6 Expected Outcomes16 5. Limitations17 6. Bibliography18 7. Appendices19 7. 1 The recruitment process19 7. 2 Sales people calculation19 Executive Summary The report is divided in two parts. The first part ‘Personnel Specification’ is aimed to identify the required main skills areas of the new GSM. Those are: * Five to eight years sales experience and management; * University degree of business or marketing management; * Excellent and proven communication skills and interpersonal skills; * Ability to reate a work environment and culture to stimulate individual’s development and motivation; * Ability to negotiate and high levels in numeracy and literacy skills; * Personal traits: high motivation, ambition in sales, enthusiasm, full commitment, and ability to work under high pressure. The second part, which is the most important part of this report, consists two main sections: key issues and recommendations. The key issues have been identified through analyzing our current company’s situations and related theories. Those key issues are: * Low motivation and decreasing job satisfaction; * The lack of formal recruitment and selection process; * The lack of quantity and quality in training and development; * The missing role of Key Account Management in the sales operation; * The inappropriate sales team structure. Based on the analysis of key issues, the fully detailed recommendations are provided in the end of this report, following with an Action Plan and expected outcomes. Part 1: GSM Personnel Specification AccuClean is in crucial need of a new General Sales Manager, who will be in charge of the sales team in all regions and report directly to the Managing Director, Peter Ward. Our company is facing several leadership problems and lack of focus in sales team. The new GSM is expected to bring the new fresh leadership style and able to manage the sales team in all regions to achieve the highest performance and long-term development. The personnel specification of GSM will be illustrated in details. Experience The new GSM is expected to have at least 7 to 8 years sales experience, preferably in B2B market (CPSA, 2012; Myjobs, 2012; Reed, 2012). The experience in B2B sales market is very important for our company since our customers are ranging from small to large sized companies, and many of them are with us more than ten years. He/she has a minimum of 5 years experience in business management, marketing and sales strategies and planning, and financial oversight (Inc, 2012; Myjobs, 2012). With these experiences, the new GSM is able to diagnose the management problems within our sales operation, and bring in his/ her new approach in leadership style, in order to improve sales team’s performance as well as increase the motivation and satisfaction of sales people. However, we should be very flexible in selecting candidates based on experience. If a candidate had excellent qualifications regarding his/ her education and 2-3 years experienced, we should not exclude him/ her from our shortlist. The requirement of sales experience is likely to cause a problem of excluding potential candidates (Jobber and Lancaster, 2006). Qualifications The candidate needs to have Bachelor degree of Business or Marketing Management (CPSA, 2012). The university degree is necessary since the good educational background will help the new GSM a lot in management. Besides, the combination of education and experience for the GSM position is ideal for long-term development of our sales force. Required skills The new GSM is required to have excellent and proven oral communication skills (Inc, 2012). In addition, the candidate needs to prove his/ her skills in exceptional customer facing and interpersonal skills to enable difficult situations to be overcome successfully (JCT600, 2012). Communication skills are the most crucial qualities of sales people, especially sales manager (Jobber and Lancaster, 2006). Furthermore, the new GSM should be able to create a workplace environment and culture that allows all the sales people in the team to develop and excel their jobs (JCT600, 2012). This requirement is essential since the current leadership style in our sales operation does not seem to work very well and need a crucial change and improvement. The potential candidate is able to negotiate effectively and at the highest level together with excellent numeracy skills and literacy skills (JCT 600, 2012). For both short-term and long-term development of our sales force, these skills are necessary. Besides, the most two important basic qualities that a good sales person must have are empathy and ego drive (based on the study of Mayer and Greenberg, 1964, cited in Donaldson, 2007). Empathy is defined as â€Å"the important central ability to feel as the other fellow does in order to be able to sell a product or service† (Donaldson, 2007, p. 60). Ego drive is a desire to want and need to make a sale (Donaldson, 2007). Both of these basic qualities are a must for our potential GSM since in order to be a good sales manager, he/ she should be a good sales person. Last but not least, we are looking for a new GSM with high motivation, ambition in sales, enthusiasm, full commitment, and ability to work under high pressure (Mathews and Redman, 2001, cited in Jobber and Lancaster, 2006). Part 2: Key issues and Recommendations 1. Introduction Part 2 is aimed to illustrate the key issues regarding our sales operation in AccuClean. The analysis based on our current situation and theory is presented for every issue. Recommendations are coming in the end of this report, followed by the Action Plan and expected outcomes. All the key issues and recommendations are ordered according to its priority of taking urgent actions. Key issues 1. 1 2. 1 Motivation and job satisfaction Motivation is â€Å"the amount of effort that a salesperson expends on each activity or task associated with the job† (Donaldson, 2007, p. 230). Many factors are believed to cause positive motivation, such as monetary reward, workload, promotion, degree of recognition, supervisory behaviour, targets, and tasks (based on Adams’s inequity theory, Jobber and Lancaster, 2006). In AccuClean, the first factor that causes the low motivation in the sales team is bonus system, which is perceived by many staffs as unfair. The bonus system in AccuClean is set based on achieving a sales figure above the individual sales target, starting from 5% above target sales with a bonus of 5% basic salary. Last year, only nine sales people out of 71 have been able to achieve the bonus, which gives the evidence about the inappropriate bonus system. In addition, the salary is based on individual negotiations when they joined the company, which might lead to unfairness between individual sales people in the team. According to Vroom’s expectancy theory, it is assumed that â€Å"people’s motivation to exert effort is dependent upon their expectations for success† (Jobber and Lancaster, 2006). It means to what extent AccuClean sales people believe by working harder (increase effort), they will achieve 5% above target sales (high expectancy), and that higher sales will lead to higher salary – bonus of 5% of basic salary (high instrumentality), and higher salary is very important for them (high valence). Moreover, during the merger, there were several sales staffs left to join competitors, which may result from the lack of motivations. According to Herzberg’s motivation- hygiene theory, working conditions and company policies are two of the hygiene factors, which cause dissatisfaction, thus, lead to low motivation (Donaldson, 2007). Bonus as money is the only type of rewards that is used in AccuClean, nevertheless, there are many more types of rewards that could also be applied, in order to motivate various types of sales people. The suggested bonus system will be illustrated in the recommendation part in the end of this report. 2. 2 Recruitment and selection Bob Carter is in charge of the selection process for new sales people. However, he has no formal system for recruitment and selection as well as no job description. Formal selection process is crucially important to ensure the quality of sales persons, which can have a substantial effect on sales turnover (Jobber and Lancaster, 2006). Furthermore, hiring a sales person is very costly, much more than the basic salary. Therefore, selecting the right person for the right position is essential, and can be achieved through setting up a formal selection procedure. Another problem is Carter’s way of selection – ‘he knows a good sales person as soon as he sees one’. This bias can harm the screening process, which is part of the recruitment process (see Appendix 5. 1). Either selecting the wrong person or dropping good persons is costly (Donaldson, 2007). Donaldson defines job description as the roles and duties attached to a specific position in the organization (2007). It is necessary for AccuClean to prepare job descriptions for any new positions in the sales team, to ensure the responsibility of each team members, thus, no role ambiguity can occur. 2. 3 Training and development Training is one way for sales managers to improve the performance of the sales people under their controls, broadly to meet the company objectives (Donaldson, 2007). Training and development for sales people in AccuClean are lacked due to several reasons. Any trainings or development relies on the management style and differs in every ASM. There is no formal training process since Carter believes that sales people learn best ‘on the job’. Indeed, there are many kinds of training, which includes individual on-the-job training as Carter’s opinion (Donaldson, 2007). However, good trainings can also be achieved through company-specific programs that are organized in a standardized and professional manner. The irregular and occasional training sessions, usually occur when introducing new products (currently in AccuClean), might lead to the lack of knowledge about products and new skill practices. As the merger of one cleaning chemicals and the other in cleaning machinery, training should have been taken at the early stage of the merger, in order to support sales people in both companies about the company objectives and targets, the knowledge of different and new products, competitors and their products, selling procedure and techniques (Jobber and Lancaster, 2006). 2. 4 Key account management Area sales teams are responsible for all accounts regardless their size and importance. The treatment for key accounts, medium-size accounts or small accounts is much dependent on each ASM’s view, its current mix of accounts in the area and experience. There are in fact 21 customers; each has accounts worth over ? 4 million. Those customers are important to our business and need to be prioritized as key accounts since the loss of even one of them would significantly cause a radical drop in sales and profits (Jobber and Lancaster, 2006). Key account management seems currently necessary, in order to serve our key customers with special treatment in all areas of marketing, administration, and service (Jobber and Lancaster, 2006). In addition, key account management will help to develop a close relationship between our company as supplier and our customers, in order to enhance the communication and co-ordination between us, thus, create more in-depth penetration of DMU, which includes push and pull opportunities for buying decisions (Jobber and Lancaster, 2006). 2. 5 Sales team structure The sales territories of AccuClean, which are merely geographic based, have not been changed since the merger. Geographic structure is traditional and the most widely used type of sales organization in the UK. It has several advantages such as simplicity, shorter journey times, low travel costs, and less potential for conflicts over responsibility (Donaldson, 2007). However, geographic structure has some drawbacks, which might influence to the effectiveness of the sales team and its management. Examples of disadvantages are the need to sell full range, broad expertise needed, and overhead costs for more layers of management evolved (Donaldson, 2007). In order for the sales team to work more productively and better management, it is necessary to make some changes concerning our sales team structure (see Recommendations, section 4). The number of sales people in AccuClean is currently more than necessary, compared to the number of customers. Figure 1 illustrates the current sales people in each ASM as well as the actual needed sales people based on the number of customers in each area. Territory| Number of customers| Current number of sales people| Actual number of sales people| Spare sales people| Midlands| 1973| 26| 18| 8| South| 1545| 22| 14| 8| North| 1196| 16| 11| 5| Scotland/ North Ireland| 499| 7| 5| 2| UK total| 5264| 71| 47*| 24*| Figure 1: Number of Sales people (* approximate number) 1 2 Conclusion Five key issues that have been listed and analyzed above are low motivation and decreasing job satisfaction, informal recruitment and selection process, unstandardized and the lack of regular training, the lack of key account management, and the ineffective sales team structure. Those issues are the most urgent in AccuClean that need to be solved as soon as possible, in order to improve the sales team to work more effectively. Recommendations 4. 1 Change the reward system Bonus (monetary reward), which is the only form of reward using in AccuClean, shows its limitation, therefore, improving the bonus system is crucial. The starting point of 5% should be set lower and dependent on different products and accounts. There should also be other chances to get commission, which can be based on the annual sales revenue and profits. In addition to the monetary reward, AccuClean can apply many other types of rewards such as promotion or workload (based on Adam’s inequity theory, Jobber and Lancaster, 2006). Not all sales people highly value money; some of them might place higher value on promotion, responsibility or recognition. Thus, the variable of rewards will motivate different type of sales people, in order to maximize the expectancy and value of reward (Vroom’s expectancy theory, Jobber and Lancaster, 2006). A study of sales force practices by Chartered Institute of Marketing showed that sales people are mostly motivated by individual meetings with supervisor to discuss career, job problems, etc. The second ranked motivating factors is ‘regular accompaniment in the field by the sales manager’ (Jobber and Lancaster, 2006). These methods of improving leadership style should be aware by ASMs and higher management. 4. 2 Set up the formal recruitment and selection process The formal recruitment process is proposed as below (according to Jobber and Lancaster, 2006, p. 384). Bias in selecting applicants should be minimized by carefully preparing job description and personal specification. Of course, the experience of employer should be used during the selection process. However, those five steps above should be strictly followed to avoid any mistakes during recruitment. 4. Set up a standardized training Good training programs will help to equip our sales people with sufficient knowledge and skills. Besides, it plays as a motivation factor for sales people and positively influences the job satisfaction. 4. 3. 1 When should our company train our sales employees? According to Donaldson (2007, p. 208), the training should be held properly when: * New sales person is recruited * A sales person takes on a new terr itory * New products * New business, new market segments * Company new policies or procedure * Selling habits are poor or inappropriate An individual is being considered for promotion The sales techniques are very important to train all sales people in the organization (69% of North European firms providing sales techniques training). The market and customer knowledge is also essential in training (42% of firms providing this, based on Roman and Ruiz, 2003, cited in Donaldson, 2007). 4. 3. 2 Who should do the training? Sales trainer can be senior managers (i. e. ASMs, GSM), technical specialists (from Production department), external specialists, or inside experienced sales people (i. e. from other ASMs). In many cases, training is more likely to be provided by inside company specialists, who not only have the best understanding about the organization and individual needs, but also can tailor training programs to suit both internal and on-the-job requirements (Donaldson, 2007). 4. 3. 3 Where should training be done? The training can be organized in internal single location (different ASMs), a centralized external location or a decentralized location (on the job). It depends on the purpose of training and variable factors to decide where to hold the training. Below is the nine possible options that are proposed by Donaldson (2007, p. 210). 4. 3. 4 What methods of training should be used? Lectures, films, role playing, case studies, or in-the-field training are options of training methods (Jobber and Lancaster, 2006). Each has its advantages and limitations. The point is how to use them properly for different training purposes, in order to achieve the best results and highest satisfaction of participants. 4. 4 Restructure the sales team with the new role of KAM New proposed sales team structure is presented in Figure 2 with two radical changes. ASM North and ASM Scotland will be combined into Regional Sales Manager of North and Scotland * Key Account Manager is added to our sales team structure as one independent function Figure 2: Sales Team Structure (proposed) The Regional Sales Managers are formed to ensure the number of sales people is interrelated to the number of customers in each region. The number of customers in the North and Sco tland, which is 1196 and 499 respectively, is much fewer than the number of customers in Midlands and South (1973 and 1545 respectively). Therefore, it is appropriate to merge two ASMs North and Scotland together, in order to enhance the performance in the broader area, and increase the influence on organization’s decision-making of sales people in the North and Scotland area. The Key Account Manager is added to be in charge of all key accounts in the whole UK. KAM’s responsibility is to manage all sales people, who are managing those key accounts in different regions. Moreover, KAM is also responsible for potential key accounts and complex DMUs. The communication and leadership style are crucially important to be successful in managing sales people in different areas. Monthly meeting can be organized and the advanced record system (computer based) should be built up to develop the whole sales team’s communication flows in long-term. This proposed sales team structure is based on all forms of selling simultaneously: KAM for very big accounts, general territory representatives (Regional Sales Managers) for the medium and small- sized accounts (Jobber and Lancaster, 2006). The number of sales people in AccuClean is currently more than necessary, as calculation based on the current number of customers. In fact, it is difficult to get rid of 24 sales people at once, and should not be done in that way. AccuClean can evaluate sales people in the whole company by their performance, motivation and achievement in past years. In a period of 12 months, it is expected to dismiss six sales people. After two years, 12 sales people in total will be fired. AccuClean may attract more customers in the future and need more sales people; therefore, it is dependent on the situation at the time to decide how many more sales people have to leave. 4. 5 Action Plan 4. 6 Expected Outcomes Limitations The merger of two ASMs North and Scotland into one Regional Sales might cause problem in the span of control. The new RSM will manage 20-23 sales people, which might lead to the role ambiguity and lack of coaching and supervision. The Action Plan illustrates many tasks that need to complete in the first year, thus, it might be very challenging in the first year for the new GSM. It is a tough decision to fire some sales people in the next two years. It might cause several problems within the sales team concerning rumours or miscommunication. Therefore, it is necessary to have a serious evaluation based on a formal checklist and consultancy from different people in the team. Furthermore, the training needs to be held at the beginning of the year, to inform the sales team about new changes, thus, reduce miscommunication. Bibliography CPSA (2012) Sales Manager Job description [Online]. Available from : http://www. cpsa. com/pdf/src/tools/Sample%20Sales%20Manager%20Job%20Description. pdf [Assessed 16 December 2012]. Donaldson, B. (2007) Sales Management. 3rd ed. NewYork: Palgrave MacMillan. Inc (2012) General Manager Job description [Online]. Available from : http://www. inc. com/tools/general-manager-job-description. html [Assessed 16 December 2012]. JCT 600 (2012) General Sales Manager Job description [Online]. Available from : http://www. jct600. co. uk/data/cm/careers/1028. pdf [Assessed 16 December 2012]. Jobber, D. And Lancaster, G. (2006) Selling and Sales Management. 7th ed. England: Pearson Education Limited. Myjobs (2012) Senior Sales Manager (Oil Machinery) [Online]. Available from : http://myjobs. classifiedpost. com/index. php/Job-Search/ENGINEERING-GENERAL-BUSINESS-DEVELOPMENT-ACCOUNT-MANAGEMENT-Job-Description/SENIOR-SALES-MANAGER-OIL-MACHINERY/597925 [Assessed 16 December 2012]. Reed (2012) General Manager – Milton Keynes [Online]. Available from : http://www. reed. co. uk/jobs/general-manager-milton-keynes/22306659#/jobs/general-sales-manager-in-milton-keynes [Assessed 16 December 2012]. Appendices 3 4 7. 1 The recruitment process 7. 2 Sales people calculation The Figure 1 calculation will be illustrated in details as below. Based on: Number of sales people = (Number of customers x Number of call pa) / (number of calls per day x Number of working days per year) Suppose there are 225 work days per year, 12 times calling per customer per year (once a month) Each sales person supposes to make 40 calls per week, 10 of those are to be made to prospects. Therefore, each sales person has to make: (40-10)/5 = 6 calls per day. * Number of sales people in Midlands = (1973 x 12) / (6 x 225) = 18 * Number of sales people in South = (1545 x 12) / (6 x 225) = 14 * Number of sales people in North = (1196 x 12) / (6 x 225) = 11 * Number of sales people in Scotland/ North Ireland = (499 x 12) / (6 x 225) = 5 How to cite Sales Report Example, Essay examples

Development of Chiropractics free essay sample

This paper examines the history of chiropractics and its claims. This paper presents an in-depth discussion on the development of the field of Chiropractics. The writer outlines the history, discusses the controversy that surrounds it and talks about various aspects of the industry. From the paper: Each year millions of Americans go to a chiropractor to have adjustments to their body performed. They are sure the procedure helps them feel better and they re eager and willing to pass out the name of their practitioner to anyone who needs it. This translates into millions of satisfied customers each year. There has also been an ongoing controversy regarding the use of chiropractics in medicine today. While the field was getting started those who chose to become chiropractors were often called quacks and accused of manipulating people ?s wallets as often as they manipulated the body. Today however the field seems settled firmly in the middle. We will write a custom essay sample on Development of Chiropractics or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page While the medical community will admit that there are useful purposes for the treatments, there is still controversy on exactly what those treatments are capable of doing.