On-Time Package Delivery
Case 2: On Time Package Delivery
MKT 452-301
Problem Areas
Reasons for Drop in Performance
The unreasonable demands in the key account of Clark, Burton, and Bowers Company.
The lack of information of competitors
The chaos of the new service and product lack of commitment to the company lower price competitors
Promotion Process in to stagnant, and leading to important positions being held by employees in the maintenance phase
Below Performance Attributions
Organizational Chart for OTPD
Work/family Conflict
Age range is mostly 40s-50s which are most likely in the maintenance stage and very family focused
Carol is currently caring for a two year old child
Training at OTPD lack of training for the new product and service understanding of the competition and also constant updates on what new services are available to clients
Possible Solutions to each Problem area
Solutions to performance drops
Employees need to be better educated on the products they sell, as well as what the competition is offering
Internal communication needs to be streamlined. Emails are too easy to miss, and important information needs to be communicated more effectively
Work/family solutions
One potential solution to this problem is possibly looking to replace Judy in her position until her child is old enough to be in school. This could be a good way to get someone in the position who is able to fully commit and give the needed work ethic, and also would give Carol a chance to relax and focus on her family while still maintaining a relationship with the company.
A more diverse Group of sales people should be able to hold the various positions. While experience is important, the Key Account Managers could you some “young blood” to add some motivation, and keep the position from being stagnant.
Training solutions
Sales representatives need to be going into the field able to combat
MKT 452-301
Problem Areas
Reasons for Drop in Performance
The unreasonable demands in the key account of Clark, Burton, and Bowers Company.
The lack of information of competitors
The chaos of the new service and product lack of commitment to the company lower price competitors
Promotion Process in to stagnant, and leading to important positions being held by employees in the maintenance phase
Below Performance Attributions
Organizational Chart for OTPD
Work/family Conflict
Age range is mostly 40s-50s which are most likely in the maintenance stage and very family focused
Carol is currently caring for a two year old child
Training at OTPD lack of training for the new product and service understanding of the competition and also constant updates on what new services are available to clients
Possible Solutions to each Problem area
Solutions to performance drops
Employees need to be better educated on the products they sell, as well as what the competition is offering
Internal communication needs to be streamlined. Emails are too easy to miss, and important information needs to be communicated more effectively
Work/family solutions
One potential solution to this problem is possibly looking to replace Judy in her position until her child is old enough to be in school. This could be a good way to get someone in the position who is able to fully commit and give the needed work ethic, and also would give Carol a chance to relax and focus on her family while still maintaining a relationship with the company.
A more diverse Group of sales people should be able to hold the various positions. While experience is important, the Key Account Managers could you some “young blood” to add some motivation, and keep the position from being stagnant.
Training solutions
Sales representatives need to be going into the field able to combat