Ties with my former colleagues

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Situational leadership theory Kenneth Blanchard and Paul Hersey: We have to adapt our style of leadership to different people and tasks.


Emotional intelligence theory. Daniel Goleman: A LEADER REACHES PEOPLE'S HEARTS.

Maslows theory: A LEADER KNOWS THAT TO SATISFY A NEED, OTHER NEEDS MUST BE SATISFIED FIRST.

Holland´s personality theory. John Holland: PERSONALITY DETERMINES WHAT MOTIVATES TO EACH PERSON.

McGregor´s XY theory. Douglas McGregor: The vendor who is selling less than his colleagues is person X. He prefers his leisure time than being working, so for him work is a form of punishment and that’s why he sells less than the others. A vendor who is motivated will sell more.

What is a KPI? What is a balanced scorecard?

KPI: Key Performance Indicator -What you don’t control does not exist. -Selling a lot can hide other problems.
Balance scorecard: Summary of KPI’s -Performance vs Objectives

Tell me 7 different areas and 3 dimensions with sales objectives. AREAS:
1. Revenue
2. List new Customers
3. Introduction of new Products
4. Increase Orders per salesman
5. Increase Visits per salesman
6. Customer Finance
7. Customer Logistics
 
DIMENSIONS:
Place: Channels, customers, areas, salesman
Product: Families, subfamilies, article
Time: Year, quarter, month…

Tell me 10 merchandising tactics.

1. Play with Hot/Cold Spaces
2. More space, the better
3. Show the Product
4. Use images/pictures/ maps simple.
5. Differentiate your packaging.
6. Basket bigger
7. Play with offers
8. Play with the music
9. Eliminate/Put barriers
10. Traffic direction
 

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