Sales and Distribution Assignment

A Report on Retailing based on the movie

“Employee of the month”
Topic: EVALUATING AND REWARDING STORE EMPLOYEE

Presented by:
Rahul Mishra
09BS0001780

Submitted to:
Submitted to: Prof Pranab Deb
 EMPLOYEE OF THE MONTH
EVALUATING AND REWARDING STORE EMPLOYEE

The main plot revolves around two shop employees (portrayed by Cook and Shepard) who compete for
the affection of their newest co-worker. But also showed the competition between them to become the
“employee of the month”. I am going to discuss the topic: evaluating store employee. In the movie we
all have seen the manager who was evaluating the performance of Cook (Zack Bradley) and Shepard
(Vince Downey) on the basis of

 Customer feedback ,
 Customer assistance,
 Store knowledge,
 Cooperation with other employees,
 Proper reporting time.

Some of the important points regarding this topic are who should do the evaluation?
In the large retail firm, the evaluation system is usually designed by the human resource department. But
the evaluation itself should done by the employee’s immediate supervisor –the manager who works most
closely with the employee. For example: as in the movie we all saw that the store manager (Glen Gary)
and assistance store manager (Glen Ross) of "Super Club” were keeping constant eyes on the employees.

How often should evaluation be made?

Most retailers evaluate the employees annually or semiannually. Feedback from evaluation is the most
effective method for improving employee skills. Thus evaluation should be done more frequently as we
all have seen in the movie that the performance of the employee was evaluated on the daily basis which
decides the “employee of the month”. As in the movie we saw that there was constant improvement in the
performance of the employees especially in Cook (Zack Bradley).

Format for evaluations

50% SALES/CUSTOMER RELATION
25% OPERATION
1. GREETING: Approach to the
1. Store appearence
customer with smile and friendly
2. loss prevention
manner.
3. merchandise control and
2. PRODUCT KNOWLEDGE: handling:
demonstrating product 4. cash/wrap procedure
knowledge, fit, shrinkage, and
price to the customer.
25% COMPLAINCE
3. SUGGEST ADDITIONAL
PRODUCT: as in the movie also 1. Dress code and appearance.
we have seen Sheperd 2. Flexibility.
suggesting to customer. 3. Working relation
4. Lets customer know they’ve
made a wise choice and thanks
them.
As in the movie we saw that above mention things were properly taken care as some example are:

 Stopping a child from throwing the tennis balls,( LOSS PREVNTION);

 Friendly environment among the employees ( WORKING RELATION);
 Shepard telling a lady customer to not to go for particular product (SUGGEST ADDITIONAL
PRODUCT);
 All employees in a blue half sleeve jacket (DRESS CODE)

Evaluation error
Managers can make evaluation errors by first forming an overall opinion of the employee’s performance
and allowing this opinion to influence their performance factor. In making evaluation managers are often
influenced by the recent events and their evaluation of other salesperson. While evaluating the
performance managers should take care about the above mention format of the evaluation.

As in the movie managers were very happy with the Shepard performance that I can call as “recent
events”. Even at the last also when both Cook (Zack Bradley) and Shepard (Vince Downey) came to
equal to each other Vince manages to beat Zack. Although during the award ceremony, Semi (Marcello
Thedford), the security guard, brings a surveillance video of the competition which shows Vince throwing
items behind his back and onto the belt without scanning them.

Rewarding store employees

Extrinsic reward:

An external reinforcement, which takes the form of a tangible item such as a trophy or money, or
something intangible such as praise and public recognition. Managers can offer a variety of extrinsic
rewards like public recognition, cash bonus, and extra days off. This type of the compensation plan
enables employee to select the reward they want. Most manger focus on the extrinsic reward to
motivate.

Intrinsic reward

Outcome that gives an individual  internal (personal)satisfaction such as that derived from a job well
done.When employee find their job intrinsic rewarding, they are more motivated to learn how to do them
better. It has more focus on financial rewards. Another approach to making work fun is to hold contest
with relatively small prize. Contest are more effective when every one has chance as shown in the movie.