An Evaluative study on the performance Magnolia Corporations frozen desserts & snacks and non-carbonated beverages

• Main Authors: Gamatero, Albert N., Golangco, Raymund C., Mirando, Mathew O., Sanchez, Belen Marie E.
• Format: text
• Language: English
• Published: Animo Repository 1992
• Online Access: https://animorepository.dlsu.edu.ph/etd_bachelors/16905
• Institution: De La Salle University

This evaluative study focuses on the Greater Manila Area (GMA) Region Sales Managers (RSMs) of both the Frozen Desserts and Snacks (FDS) and Non-Carbonated Beverages (NCB) manufacturing groups of Magnolia Corporation. It highlights the performance of the duties and responsibilities of Region Sales Managers. This paper covers the history of the company, the nature of the business, organizational set-up, product lines, market served and location, its competitors and strategies. The activities of the practicum trainees during their 400-hour practicum in the company are also accounted. Identification of strengths and weaknesses along with the opportunities and threats affecting them is also regarded in this study. Taken also into account are the perceived sales problems which affect the efforts of the entire salesforce. With the objective of assessing the performance of the RSMs through comparison of the actual standards with what is set by the company, the group went route riding with the RSMs covering the top twenty percent (20%) outlets and observed their performance. Given the multifaceted tasks of the RSMs, the group was able to find out that some RSMs do not conform to all the standards set by the company as evidently manifested by customer complaints. Interviews with outlets revealed the other reasons for the non-performance of tasks. To bridge the gap between the standards set and the actual performance of the RSMs, the group was able to come up with the following recommendations to come up with documented plans to be undertaken per route ride, to include telephone numbers of RSMs on the invoices for easy reference, to closely supervise and monitor the performance of salesmen, to update information coming from Finance department regarding Accounts Receivables, to give RSMs a chance to evaluate incoming salesman, to increase the frequency of visits to customers to maintain close contact and to add more telephone lines.