Mr Sudhanshu, Sales Head of Max Corp has inducted young sales men with MBAs, It has paid off well as sales of all regions are steadily increasing

Essential of Management

Mr Sudhanshu, Sales Head of Max Corp has inducted young sales men with MBAs, It has paid off well as sales of all regions are steadily increasing

CASE STUDY (20 Marks)

Mr Sudhanshu, Sales Head of Max Corp has inducted young sales men with MBAs, It has paid off well as sales of all regions are steadily increasing. The new Sales guys are happy as they are getting good commission. However a few old sales staff who have been working with the Company for 25 years are not keeping pace and lagging behind. Their age is around 55 years. They have been loyal with company. It is creating a rift amongst the sales team as new vs old. Mr Sudhanshu is in a dilemma how to resolve this. He is well aware of the contributions done by his old loyal sales men. He would like to motivate them but don’t know how these people on the verge of retirement will respond.

Answer the following question.

 

Q1. As an expert manager, design a motivation plan for sales staff.

 

Q2. Should Mr Sudhanshu offer a VRS to the old salesmen ? What retirement benefits you will suggest?

 

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