What kinds of sales management opportunities are available at Amway and Quixtar? Use the companies’ Web sites (www. amway; www. quixtar) to research one of these companies and determine its sales process, sales force structure, and how it recruits and trains its salespeople.

Explanation:

Sales management opportunities

CRM Specialists

Global Risk Management

Brand Management - Beauty

Brand Marketing

Operations

IT Systems Management

Distribution

Artistry

Forecast Analyst

Retail

Customer Service

Leader Growth Solutions Planner - Process Management, Account Segmentation; Global Sales Project

Sales process

Amway sells directly to buyers

Amway website Quixtar requires a local sales representatives' Amway ID for one to make a purchase; representatives get credit even if they did not make the presentation

Compensation scheme combines salary, additional financial incentives - commissions & bonuses

Plans provide incentives for non-revenue activities - Base, secure level of income rewarding the best performers

The output is measured in terms of orders, and, accounts - Size & number of orders obtained; active, lost, new, overdue, and, prospective account

Quixtar uses Microsoft's Server, and, Vignette's Story Server tied IBM DB2, and, Microsoft SQL Server Databases

Salesforce structure

Individuals can start a business of their own - it pays off in increased returns on investment

The organization uses technology and is into virtual selling

Flat organization structure; customers are knowledgeable but get advice from the staff

Personal selling has become complex; virtual selling has increased

Salesforce has become fully automated

How it recruits & trains salespeople

Each salesperson is evaluated on sales, job knowledge, customer & company relations; management of sales territory & personal characteristics

Van Andel, and, Devos families have set up Quixtar;

The e-commerce business is in combination with millions of sales representatives who sold more than $5 billion in Amway laundry products, and, nutrition supplements

Every transaction on Quixtar is credited to Amway sales representatives - independent Business Owners

Generations across Amway program - Helps individuals network outside & inside the firm for professional development opportunities; diversity & inclusion networks support the firms

Enterprise talent development fosters continuous development & learning; development interests & leadership goals

One can register with Amway as an independent business owner

The organization looks at education, field expertise, professional experience, culture, tastes, preferences, connections, insights; the employers include individuals, scientists, and, skilled workers