Sales and Distribution Management Assignment Example | Topics and Well Written Essays - 4000 words

Sales and Distribution Management - Assignment ExampleTo unclutter the solve both the gross sales and distribution problem the company finds itself confronted with, it is important to objectively outline the situation. The situation, as it currently stands, is that our company had contract with a sales/distribution company to both sell and distribute 3,000 tones of our toys across the United Kingdom in time for Christmas. The goods have been loaded onto the Emma Maersk and will arrive in the United Kingdom on the due date. The problem lies in the sales and distribution of the unloaded cargo to stores across the UK, given that the company which had originally been contracted to handle this process has gone out of business. As we have exactly three weeks to resolve this problem, the imperatives of immediately deciding upon a mannequin for the effective and competent sales and distribution of the unloaded cargo are inarguable.There are two steps to the resolution of the above-descr ibed problem. The first step involves motivating and managing a sales police squad to sell the goods within the specified time-frame and the second involves distributing the goods within that same time-frame. Our ability to do satisfy the first depends on our understanding of team conduct and the ways and means by which to motivate sales teams. As for the second, the resolution of the distribution problem lies in the implementation of a modified version of the Just-In-Time paradigm.2Sales Team Management ModelsResearchers who study general team characteristics often examine and reference the models of Gladstein (1984), Hackman (1987), and Campion et al. (1996). These three key models are discussed below.2.1Gladsteins modelGladsteins (1984) model categorized the variables and labeled them as either input, process, or output (Figure 1). Gladstein defines inputs as contributions from individual, multitude, and organization for conclave effectiveness. Gladstein categorized the inputs into two levels group and organizational. Process refers to the activities of decision-making and output refers to the outcomes of the team activities. Group task moderates the relationship between group process and group effectiveness. Group level inputs and organizational level inputs directly affect group effectiveness. twain levels of inputs indirectly affect the group process. Gladsteins model defines team effectiveness based on the performance of the team and the satisfaction of the team members.Figure 1 ecumenic Model of Group Behavior Constructs and Measured Variables. From Groups in context a model of task group effectiveness, by D. Gladstein, 1984, Administrative Science Quarterly, 29, p. 502.2.2Hackmans modelHackman (1987) created a practical framework for team studies (Figure 2). Hackmans model (1987), like Gladsteins model (1984) uses an input-process-output framework for analyzing group behavior and performance. Hackmans model consists of six major variables organiz ational context, group design, group synergy, process, group task, and group effectiveness. In Hackmans model, organizational context, refers to the reward system, the education system, and the information system, all of which support the work of the team. Organizational context, along with group design and group synergy, influences how well team members are able to apply their skill and knowledge to the team task. The model defines group synergy as interactions between members, which increases group board and decreases