Sales Recruitment and Performance Management Challenges in the Indian Auto Industry / Jaydeep Mukherjee.

Format:

Book

Author/Creator:

Mukherjee, Jaydeep, author.

Series:

SAGE business cases.

SAGE business cases

Language:

English

Subjects (All):

Automobile industry and trade.

Sales management.

Physical Description:

1 online resource

Place of Publication:

London : SAGE Publications: SAGE Business Cases Originals, 2025.

Summary:

Tilak Raj, the Showroom Manager of Spectra Motors, grappled with the challenge of delivering a 50% sales growth in 2024. Spectra Motors is an automobile dealership in the city of Alwar, in the state of Rajasthan, northwest India. The owner wanted to achieve sales growth through an increase in the number of sales team members and a 10% increase in productivity during 2023. No other changes were planned for the rest of the organization. A significant challenge was that the competition level in the market had increased and hence the salaries of capable salespeople had also increased. Raj had three options for achieving the desired 50% sales growth in 2024. One option for Raj was to recruit talent from the market at higher salaries than those paid to existing staff. If that option was chosen, the existing sales team would be demotivated, which would jeopardize sales. A second option for Raj was to recruit fresh graduates without sales experience and train them, but this may not achieve the desired sales growth required in 2024. The third option was to increase the salaries of Spectra's existing sales team so that employee motivation was retained, but this last option would set an unsustainable precedent and compromise the financial viability of the dealership. It was early February 2024, and Raj had to take immediate action to strengthen his sales team and ensure the achievement of 2024's sales targets. Students will be asked to recommend to Raj which staffing and salary option he should choose.

Notes:

Description based on publisher supplied metadata and other sources.

ISBN:

9781071975473

1071975471

OCLC:

1483993317