Opportunity The Indian rural market with its vast size and demand base offers a huge opportunity that MNCs cannot afford to ignore. With million households, the rural population is nearly three times the urban.
Can also use negative motivational methods for under performers. Due to burn out--even the best need motivating!! Take interest in them and the sales goals Compensation packet that rewards quality salesmanship and extra effort Recognition of extra effort of sales force Make sure SR feel important Keep SR informed of company activities Make certain reps.
Performance is determined by objectives. May compare with predetermined performance standards or with other sales people working under similar conditions. Need to develop more efficient ways to reach customers. Direct mail catalog and toll free number, attract those that didn't know an "Avon Lady", or didn't want to deal with one.
Also used national TV and print campaign in conjunction. When you take away the selling relationship, you're left with a brand that's relatively naked. Key is not to undercut the field salesforce, similar to dual distribution creating channel conflict.
Mary Kay Corp has also tried this strategy but differently and more successfully: Catalogs carry different merchandise Forward commission to sales rep.
Dropped awards, trips and other incentives Leadership Program. A Multi-level marketing MLM concept. Rewarded for products sold as well as people you recruit as a sales rep Created a hard sell environment and was consequently scrapped.(These are notes are for reference, if any topics are missing, please check your ref books) CHAPTER 1 PROFILE OF RURAL MARKETING Definition of Rural (Nov.
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