Lmage Case

1. All in all , I think the management method is effective, but still I have some concerns for that. I agree with the method for some reasons:

• It is easy to understand and communicate, the sales will know how their performances are valued and they know the right way to achieve it.

• The objective is not subjective and more reasonable.

• Management is an art more than number control, Trust , support and encouragement are more important than control and punishment.

• The method avoid comparing the weaker people with the stronger ones. Comparing with people’s own historical records will keep himself making progress.

But in the other side, I still have some concerns:

• In the smaller model industry, the brand awareness and brand reputation are really important to generate sales, this kind of work should be attributed to marketing managers, but the method doesn’t give evaluation to marketing people.

• Even without commission and bonus, the salary of the sales people is already very high, so what’s the motivation for them? So once you want to encourage them, you have to spend much more money to make the encouragement attractive, this is an issue worthy concern.

• Because each people compare with his own historical records, actually, he can manipulate that, how about to set a very low record in the beginning year and you will have more room to grow. And also, whether the BPI has bias?

• The sales don’t submit reports but communicate using phone, which is a good way for communication but without paper it will be difficult to share information to the other departments and also difficult to accumulate experience and historical records which will be valuable for different kinds of analysis.

• For this method, it’s not a good way to implement strategy issue. It mostly depends on individual people’s interests while not giving a clear picture of the company objective and leading them to aspire the best situation.

2. Actually, he had a quota system, but the quota...