Workplace Scenario
I used to work as a sales person in a jewelry store. I was a sales associate and I made money off commission. (Zoltners, et al.) I would try to charm customers and maintain a good rapport with my manager, assistant manager and other sales associates. There are several reasons why this was important. The main reason however, was to avoid people gossiping about me and maintain my job for as long as possible. People tend to fire others in these kinds of jobs because they may not work well with others. (Dixon and Adamson)
Workplace Setting
Being a sales associate and co-workers trying to steal sales, so they can get commissions is commonplace. Commissions also mean extra paychecks at the end of the year on top of what was earned from the initial sale. (Seltzer and Ochs) This means the more someone sells, the easier it is for them to make more money. In addition to the extra money, managers place goals each month that sales associates must maintain to remain employed in the company. Depending on how well someone sells, they increase or decrease the goal.
If someone does not sell well, managers begin to reduce the monthly sales goal until there is a point where the sales goal is so low that the sales associate then becomes obsolete within the company. This can happen for several reasons. Aside from the lack of customers being an obvious one, other sales associates will attempt to take a sale or split it. That means less commission for the person and less of a chance to meet monthly goals. (Evans)
This can be quite difficult to circumnavigate because ‘sharks’ exist in sales and they are very aggressive. One must be charming not only with the customer, but with the sales associates. If they see weakness or meanness or aggression, they will at times work together with others or work against the person to see he/she gets fired. Humor is often used to put everyone in a good mood and maintain an assertive stance on sales. (Meyer) Without humor, sales associates will have a difficult time maintaining the peace and attracting loyal and long-term customers.
Workplace Tasks
The first thing...
Works Cited
Dixon, Matthew, and Brent Adamson. The Challenger Sale: Taking Control of the Customer Conversation. Portfolio/Penguin, 2011.
Evans, James R. Quality and Performance Excellence: Management, Organization, and Strategy. South-Western Cengage Learning, 2011.
Meyer, John. Understanding Humor Through Communication: Why Be Funny, Anyway. Lexington Books, 2015.
Seltzer, Richard A, and Holona L. A. Ochs. Getting a Cut: A Contextual Understanding of Commission Systems. Lexington Books, 2010.
Zoltners, Andris A, et al. The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work. American Management Assn., 2006.
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