Условие:
Daria
• Good sales performance, especially in Germany - a difficult market.
• Excellent reports/paperwork.
• Always contributes well in meetings.
• Popular with her colleagues.
• Thinks we treat her unfairly because she's female. Says we always allocate the best clients to male consultants.
• Is not happy with the present payment system.
\nKlaus
• Sales have fallen sharply in the last three years, but still brings in the second biggest proportion of the total sales revenue.
• Not very innovative or creative.
• Does not have many ideas for increasing sales.
• Best contributor to building up the property database.
• Very good at encouraging team spirit and cooperation.
• Is happy with the present payment system.
\nJackie
• Excellent sales performance.
• Is very good at closing deals - best negotiator in the team.
• Outstanding presentation skills.
• Not very popular with colleagues - too direct, lacks social skills.
• Very critical and outspoken in meetings.
• Is not happy with the payment system - thinks she should get a much bigger bonus.
\nPeter
• Sales have fallen in the last three years, but still brings in the biggest proportion of the\ntotal sales revenue.
• Does not like change or new technology.
• Has not contributed at all to building up the property database - one of the company's key objectives.
• Has missed several monthly meetings. Reason: 'too busy'.
• Submits poor sales reports - they lack detail.
• Is very happy with the present payment system.
\nConsultants' sales as a percentage of total sales revenue (three-year period)
\nconsultant (years of service)\tlast year\tprevious year\tthree years ago\nPeter (12) 28 34 40\nAdriana (1) 8 - -\nKlaus (9) 22 30 38\nDaria (6) 14 11 10\nJackie (5) 17 15 12\nAhmed (2) 11 10 -\nYou are a director of ACSA. You have been asked to give Diana Bishop some informal advice about how to improve the performance of the relationship consultants so that they work more effectively as a team and are more motivated.
