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H Ltdis a company providing postal and courier services to small businesses. Customers pay a monthly or annual subscription fee to use the service, plusaverysmall fee for each item delivered.
A year ago, H employed a newsalesteam. Their remuneration is dependent on the number of new customers they sign up. Sales increased dramatically in the first six months, but nowdifficulties are emerging such as new customers dropping their subscription once the initial period has expired; subscriber direct debits being returned unpaid; subscribers going out of business and other similar issues.
Which of the following would be appropriate to help resolve these problems?
Suggested Answer: B, D, E
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35 comments · newest first
YA
Yasuko
10 months ago
Reducing commission for low performers could hurt motivation.
TY
Tyisha
10 months ago
Not sure if increasing item fees is the right move.
LY
Lynelle
10 months ago
I think a credit check is a must before accepting new subscribers.
HA
Han
11 months ago
Altering the commission to reward long-term sign-ups sounds smart!
TE
Tennie
11 months ago
Wow, I didn't expect so many customers to drop off after the first year!
BR
Brinda
11 months ago
Preparing monthly reports for salespersons sounds useful, but I’m not sure if option E would directly address the immediate problems we’re facing with customer drop-off.
RE
Reena
11 months ago
I practiced a similar question where commission was tied to customer retention, so option D seems like a good idea to encourage long-term subscriptions, but I'm not entirely confident.
JA
Janine
12 months ago
I think option B makes sense since credit checks could help avoid customers who might default on payments, but I wonder if it might limit our customer base too much.
PA
Paz
12 months ago
I remember discussing how altering the pricing structure could potentially attract more customers, but I'm not sure if it would solve the retention issue.
KA
Kassandra
12 months ago
I'm a bit torn between a few of the options here. I'll need to carefully consider the potential impacts of each before making a decision. Definitely going to spend some extra time on this one.
GA
Gaynell
1 year ago
I'm feeling pretty confident about this one. Option D, altering the commission structure to only pay out after the second year, seems like a smart way to incentivize the sales team to focus on retaining customers long-term.
SA
Salome
1 year ago
Okay, I think I've got a good handle on this. I'd probably go with option B - ensuring a credit check is done before accepting new subscribers. That seems like a sensible way to mitigate the risk of non-payment.
CH
Chauncey
1 year ago
Hmm, I'm a bit confused by the question. I'll need to re-read it a few times to make sure I understand the key issues before deciding on an answer.
GL
Gladis
1 year ago
This seems like a tricky one. I'll need to carefully weigh the pros and cons of each option to determine the best approach.
MI
Micah
1 year ago
The 'subscribers going out of business' part cracks me up. Guess H Ltd needs to be better at picking their customers. I'd go with option B - a credit check is a must.
SH
Shakira
1 year ago
It's important to ensure the subscribers are financially stable before accepting them.
FE
Felicitas
1 year ago
I agree, option B seems like the most practical solution to avoid these issues.
PA
Pansy
1 year ago
Yeah, a credit check would definitely help with those unpaid direct debits.
RA
Rashida
1 year ago
This is a tough one, but I reckon option C might be the best bet. Gotta keep those salespeople hungry for new customers, you know?
CH
Chun
1 year ago
Haha, the 'new customer dropping their subscription' problem reminds me of my gym membership. Anyway, I think option E is the way to go - transparent performance reports will keep the sales team on their toes.
AN
Antonette
1 year ago
Yeah, it will motivate them to focus on retaining customers.
FR
Franchesca
1 year ago
I agree, it's important for the sales team to see how their customers are doing.
ON
Ona
1 year ago
Option E sounds like a good idea. Transparency is key.
JO
Jovita
1 year ago
Hmm, I don't know about that. Reducing the commission for sales folks could backfire and make them less motivated. Maybe option D, where the commission is tied to long-term customer retention, would be better.
CA
Carmen
1 year ago
That's true. Option B could definitely help with reducing the number of customers who end up causing problems down the line.
NG
Ngoc
1 year ago
But what about option B? Conducting a credit check could help prevent issues with unpaid direct debits and customers going out of business.
AL
Alisha
1 year ago
I think option D could work well. It would incentivize the sales team to focus on long-term customer retention.
SA
Sage
2 years ago
I think option C could also be effective. It would motivate the sales team to sign up quality customers.
SU
Sueann
2 years ago
This seems like a tricky one. I'd go with option B - a credit check is a good way to weed out the unreliable customers upfront.
AV
Avery
1 year ago
That could also motivate the sales team to focus on quality customers.
LA
Lashawn
1 year ago
C) Reduce the rate of commission payable to any sales person who fails to sign up at least an agreed minimum number of customers each month.
PR
Precious
1 year ago
That's a good point. It would definitely help filter out unreliable customers.
TR
Trinidad
1 year ago
B) Ensure that a credit check is carried out before a subscriber is accepted.
QU
Quinn
2 years ago
I agree with Alpha. Option B could help reduce the number of unpaid direct debits.
AL
Alpha
2 years ago
I think option B is a good idea. We need to make sure we are accepting reliable subscribers.