CORPORACION UNIVERSITARIA MINUTO DE DIOS

BUSINESS ADMINISTRATION

NRC 29482

EIGHTH SEMESTER

PRESENTED BY :

GROUP # 3

LEYIPCY SANDOVAL SERRANO

IVAN ANDRES ESPINOSA
YESICA YOJANA ABREO
 INTRODUCTION

The following activity presents the solution of a problem situation presented which

is significantly affecting the performance and motivation of the sales team, it is for

this reason that some solutions are suggested that can help to improve the

problem presented below.

Next, the company in which we are going to work the second activity of this unit will

be presented, and therefore the problem and the skill that will be used for this

solution, which in this case is a communication and motivation skill.

Disproven S.A.S

38 years ago it started with 6 workers and it was growing and organizing its

structure, strengthening its ties and negotiations; Today it is a company dedicated

to the importation and commercialization of beauty products nationwide, achieving

recognition and acceptance by consumers, being a pioneer in the creation and

commercialization of beauty products in the country.

The company has 180 workers, in addition

with a variety of more than 150 references which offer their customers a good

profit margin and rotation at the points of sale.

The sales process is carried out through the sales executives located in each of

the cities of the country, they are a fundamental part for the sustainability and

growth of the company in this competitive and growing market in which hundreds

of companies fight to daily to achieve participation and opportunity.

As mentioned before, the company is a direct importer of a special brand,

"Merheje" which refers to manicure and pedicure utensils located in Brazil with 60

years of experience in the market and being a world leader. Starting from this

information, the problem presented will begin to be evident.

Problem situation which requires a managerial skill for the resolution and benefit of

all:

Often they began to present significant returns with respect to the imported ones,

the majority manifest quality problems of 30% of the ordered product; In this

context, the saleswomen began to return these products, offering solutions and

peace of mind to their customers, supporting that lost sale and beginning their

restitution by means of credit notes.

As this situation was repetitive, the vendors started a contingency plan in which,

through a monthly report, the amount, the reason and the customer were stated;

almost always the majority coincide with the majority buyers (important potential

clients in the growth and sustainability of the company). That said, sales began to

decrease, the uncertainty of customers regarding this brand began and therefore

they began to look for a substitute product that could replace and satisfy the same

needs of their consumers, that is why sales already decreased. We add the

increase in the dollar, which forced them to make a price increase of 7%, which

maximized the decrease in the star product.

entering the context, the executives began to feel frustration, demotivation and

uncertainty since this was reflected in the commissions and the payment of their

salaries; It is no secret to anyone that if the saleswomen do not comply with the
same, they do not receive the payment of their commissions, the same happens

with the merchants in each area.

3 months have passed of frustration, a bad temper, a bad work environment, the

saleswomen are not motivated or focused on complying with this mark despite the

fact that their quota weighs 60%, the executives feel that they do not have the

support or sufficient solution for part of the company and imported brand.

It is recommended that measures be taken as soon as possible since this situation

is affecting the development and productivity of sales, likewise with the emotional

intelligence of our team, affecting their capacity for concentration, motivation,

postivism and compliance; For this reason, it is suggested that the following

measures be put into practice:

Based on the situation that arises in the company, it is believed advisable to make

use of motivational skills and assertive communication with the sales personnel,

which will be specified below.

understanding that motivation is an impulse that allows us to maintain a certain

continuity in the action that brings us closer to achieving a goal in a positive,

cheerful, spontaneous way and working with enthusiasm and that once achieved it

would satisfy a certain need or goal, so it is It is convenient as a first measure to

implement motivation in the team. For this reason, the manager should ask the
following questions: is it possible to enrich this position so that the sales area is

motivated? How can i motivate my team?

Answering the first question, it is necessary to enrich this position by offering a

prompt solution, but how can it be done, or when can it be done? It is believed that

for this, assertive communication with both the supplier and his work team is

essential, since a solution to the quality issue must be offered so that this again

creates confidence in its saleswomen and they can go out to the field with the

certainty of offering a good quality product again.

On the other hand, it is believed that if a motivational contest is implemented in

which the dynamics are as follows:

for 100% compliance you earn $ 300,000

for meeting 110% you earn $ 450,000

It is believed that the improvement of the quality of the product carried out by the

brand (Merheje) together with the contest for its sales team will motivate its team,

performing in an efficient and emotional way, fulfilling the objectives proposed by

the company .
CONCLUSION #1

If an effective communication is achieved with the supplier of the imported brand, it

will be possible to find a timely solution that prioritizes the quality of the product,
since this will achieve trust both in the work team and in the clients, as well as
improve the work environment, Frustration will decrease and salespeople will feel
more comfortable and motivated to offer referrals and meet objectives.

CONCLUSION #2

Implementing this contest for the sales team will provide additional motivation to
meet the objectives since the sellers will be focused on achieving it and prioritizing
the brand, this developing new strategies with the support of the quality that can be
offered to customers.

CONCLUSION #3

It is recommended that the manager communicate directly and concisely with his
team and state that the quality issues will probably improve with the time that
production takes and others, in this regard we refer to the fact that the solution to
the quality issue will not be the instantly since there is still enough merchandise in
the company, but the sellers can continue to make the pertinent returns and inform
customers that they will soon improve.

Finally, it is recommended to validate the possibility of creating some type of

incentive for clients since it is necessary that they feel in a certain way the support
and endorsement of the company.
 BIBLIOGRAPHIC REFERENCES

 https://www.unipamplona.edu.co/unipamplona/portalIG/home_109/recursos/
octubre2014/administraciondeempresas/semestre8/11092015/habilidadesg
erenciales.pdf

 https://www.unipamplona.edu.co/unipamplona/portalIG/home_109/recursos/
octubre2014/administraciondeempresas/semestre8/11092015/habilidadesg
erenciales.pdf