Assignment

Salesperson, Carson Enterprises

(Confidential Facts)

You work in the sales division of a publishing company called Carson Enterprises, whose primary product is a monthly magazine. You joined the company eight months ago with some experience in sales. At the time of your employment, the marketplace was very tight for sales positions; however, there seem to be more job openings now.

You have your own client base at Carson Enterprises, which has been fairly receptive to placing ads in your magazines. You are generally happy with your job.

When you were hired, there was some mention of a six-month performance review. Assuming a positive review, you will receive a higher base salary, a higher commission, or both. You also want to talk to your manager about your performance and on-going expectations.

Your current base salary is $40,000, and your current commission rate is 2% on all sales greater than $1 million. So far, you have brought in about $800,000. However, there has been no formal six-month review, and nothing has been scheduled or mentioned by your supervisor, the Director of Sales at Carson Enterprises. You would like a performance evaluation.

You have asked to talk with the Director of Sales, your boss. The meeting is scheduled for this week, but you are travelling - meeting with potential new clients. Rather than rescheduling, you decide to discuss your performance online, via - Discussion Forum.

Be sure to complete the Prep Plan located in a Drop Box for this week. You will find the instructions and a template. This is different than the previous negotiation in that you will not end with a purchase order contract. This will simply end with a formal performance review.

Answer the following questions

Carson Enterprises Prep Plan Checklist

Use this checklist as a guide for preparing for your online meeting to discuss the performance review. Answer the following questions:

1. Who are you? What role are you playing?

2. Summarize the current situation. Why are you meeting?

3. What do you expect to accomplish?

4. Why should Carson Enterprises keep the Salesperson and why should he/she stay?

5. How do you want this meeting to end?