• Гідрологія і Гідрометрія
• Господарське право
• Економіка будівництва
• Економіка природокористування
• Економічна теорія
• Земельне право
• Історія України
• Кримінально виконавче право
• Медична радіологія
• Методи аналізу
• Міжнародне приватне право
• Міжнародний маркетинг
• Основи екології
• Предмет Політологія
• Соціальне страхування
• Технічні засоби організації дорожнього руху
• Товарознавство продовольчих товарів

Muller sales representatives

· They are ambitious and very competitive. They are mainly interested in increasing their basic salary and commission. They think he company’s main aim is to maximize profit. If they do that, the company will be profitable.

· They promise their customers early delivery dates, but the company often

cannot meet the dates and the customers complain.

· They send in short sales reports which are often late and incomplete. They usually forget to send written follow-up when customers place an order.

· They are happy with the present system of payment: low basic salary, high commission.

· They keep information about customers to themselves, rather than sharing it with their colleagues

· They are aggressive when selling and put pressure on customers to buy. For example, they often offer expensive gifts to the customers to build up loyalty and to persuade them to place an order. They say that MPM’s products are the best in the world.

Peterson sales representatives

· They believe in working as a team and supporting each other. They think the company’s aim is to keep the customers happy and to build up good customers relations. If they do that, the company will be profitable.

· They believe that the company should always meet its delivery dates. Therefore they do not promise customers very early delivery.

· They send in well-written, informative reports on or before the deadline. They always provide written follow-up when a customer places an order. They would like a higher basic salary and a bonus paid to the team if they exceed their monthly sales target.

· They believe that staff should co-operate at all times and share information about customers with each other. This is the best to maximize sales.

· Their sales approach is to build up customer loyalty by gaining their trust. They do not put pressure on customers to buy. They let the customer decide if the product is suitable. They do not believe in giving expensive gifts to customers. Gifts should never exceed €30 in value, in their opinion.

Task

The Sales Manager and Deputy Sales Manager decide to hold a meeting with representatives of both groups. The purpose of the meeting is to decide what actions to take so that the sales representatives work together more effectively.

I. Divide into groups:

Group A Sales Managers

Group B Deputy Sales Managers

Group C Muller Sales Representatives

Group D Peterson Sales Representatives

II. Read your role cards and prepare for the meeting. Use the agenda as a guard for the meeting. It will be led by the Sales Manager and the Deputy Sales Manager. When participating, make use of the phrases from the Useful Language box (Listening 2).

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