Telecommunication voice and data solutions

 

 

Scenario: You have recently been hired by a firm (provider of Telecommunication voice and data solutions) to design, build, develop, and manage a salesforce of 10 people. Your Sales Director has given you the following objectives:

1. By the end of year 1, you will have fully staffed, trained, and assigned customers/territories to your salesforce.
2. By the end of year 2, you will have gained 50% market share (of customer total telecommunication spending budget).
3. By the end of year 3, you will have grown profit margins across your customer base by 10%.

The following are some facts to help you further assess your opportunity and challenge:
• Your company has recently finished building the infrastructure required to deliver service throughout North West Ohio and South East Michigan.
• Customers are considered major market – they represent significant revenue/profit potential and their needs are somewhat complex. On average, they spend about $1M annually in telecommunications.
• Customers cross all industries – the top 5 industries are manufacturing, retail, healthcare, education, and business services.
• Competition consists of 2 other major providers (3 in all now including your company).

Develop a comprehensive salesforce leadership plan to address the following:

1. Organization Design & Strategy Planning (10 pts)
a. Sales Channel Strategy (Integration of various selling channels e.g., Internet, Telemarketing, Industrial Distributors, Independent Representatives, etc.)
b. Salesforce Specialization
c. Territory Design and Account Assignment
2. Recruitment and Selection Plan (10 pts)
a. Planning: Job Analysis, Job Qualifications, Job Description, Recruiting Objectives, Recruiting Strategy
b. Recruiting: Sources, methods, cost justification
c. Selection: Interviewing methods, etc.
3. Training Plan (10 pts)
a. Objectives
b. Methods/Media
c. Budget
d. Evaluation Techniques
4. Motivation Plan (10 pts)
a. Compensation plan design
b. Incentive plans
5. Evaluation Plan (10 pts)
a. Coaching and Development
b. Performance Evaluation
c. Performance Improvement

Sample Solution

unjustly. Also, in today’s world, wars are no longer fought only by states but also non-state actors like Al-Queda and ISIS, showing Vittola’s normative claim on authority is outdated. This is further supported by Frowe’s claim that the leader needs to represent the people’s interests, under legitimate authority, which links on to the fourth condition: Public declaration of war. Agreed with many, there must be an official announcement on a declaration of war (Frowe (2011), Page 59-60&63). Finally, the most controversial condition is that wars should have a reasonable chance of success. As Vittola reiterated, the aim of war is to establish peace and security; securing the public good. If this can’t be achieved, Frowe argues it would be better to surrender to the enemy. This can be justified because the costs of war would have been bigger (Frowe (2011), Page 56-7). Consequently, jus ad bellum comprises several conditions but most importantly: just cause and proportionality. This gives people a guide whether it’s lawful to enter a war or not. However, this is only one part of the theory of the just war. Nevertheless, it can be seen above that jus ad bellum can be debated throughout, showing that there is no definitive theory of a just war, as it is normatively theorised. Jus in bello The second section begins deciphering jus in bello or what actions can we classify as permissible in just wars (Begby et al (2006b), Page 323). First, it is never just to intentionally kill innocent people in wars, supported by Vittola’s first proposition. This is widely accepted as ‘all people have a right not to be killed’ and if a soldier does, they have violated that right and lost their right. This is further supported by “non-combatant immunity” (Frowe (2011), Page 151), which leads to the question of combatant qualification mentioned later in the essay. This is corroborated by the bombing of Nagasaki and Hiroshima, ending the Second World War, where millions were intently killed, just to secure the aim of war. However, sometimes civilians are accidentally killed through wars to achieve their goal of peace and security. This is supported by Vittola, who implies proportionality again to justify action: ‘care must be taken where evil doesn’t outweigh the possible benefits (Begby et al (2006b), Page 325).’ This is further supported by Frowe who explains it is lawful to unintentionally kill, whenever the combatant has full knowledge of his actions and seeks to complete his aim, but it would

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