Maureen Frye wants to change the call patterns of salespeople responsible for selling extruded titanium alloy products at Quaker Steel. If she is able to successfully implement her plan, she would then like to extrapolate this process to other sales functions at Quaker. Frye's initial attempts to change the call patterns yielded negligible results; she has currently been tasked by senior management to develop a successful implementation strategy. Management has afforded Frye the latitude to propose radical changes to Quaker's organizational philosophy to help achieve her targets. Frye believes that a 20% reduction in Class 6 accounts can yield an increase in sales revenues exceeding 30% annually.
The primary problem facing Frye is lack of incentive for salespeople to adopt her plan. Salespeople are paid on a straight salary basis; incentives were typically not afforded for performance metrics. Though a modest cash bonus system exists for performance, one district sales......

Join Now to view the rest of this term paper!
Members: Login to view this research paper.

Title: Quaker Steel
Approximate Word Count: 1994
Approximate Pages: 8 (250 words per double-spaced page)

With the Term Papers Lab Membership Pass, you get instant access to every essay on this site, including this essay on Quaker Steel, for as long as you remain a member.

Other essays sites charge almost $100 for a single term paper. At Term Papers Lab, you can get instant access to over 100,000 research papers for as little as $29.95!