Essay Sample on Buffalo Bisons Sports Sales Plan

Introduction

Buffalo Bisons is looking to gain a better fan base that they had before. To do this carefully, the team should know what is the most important in the design for the three sales staff who are selected and how the information will positively or negatively affect the plan design that is being created by the VP of Operations. This is because the decision maker in a business has the tough decision of making choices regarding compensation and establishing other pay practices to satisfy the employees (Park and Shaw, 2017). In the case of Buffalo Bisons, the sales staff needs to do an analysis that is going to create a plan that will motivate various employees in the ticket sale sector to sell even more premium tickets. When all premium seats are sold, the sales representatives will earn bigger incentives. These incentives will also give the other employees a stake in Buffalo Bisons long term vision if the team excels the employee benefits.

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In the book, there are three main factors which affect the strategy of sales compensation packages. These factors include the nature of individuals who want to get into the sales profession, the rate at which the market will mature the type of competition practiced by the competitors, strategy of the organization, the economic surroundings, and type of product to be sold. I think the sales staff should focus more on the economic surroundings since the environment mainly affects how the compensation structure will be structured (Newman et al., 2016).

The three salespeople should focus more on selling the expensive premium seats and reduce much of the standard seats together with the Bleacher seats. This is mainly because the premium seats are the primary sources of money (Newman et al., 2016).This shows that the plan will affect the proposed plan since the planner needs to think of a reliable advertising technique that will influence the fans to purchase the premium seats. It might be a tough process trying to convince the fans who will be more reluctant to buy tickets due to the performance of the Buffalo Bisons in recent games. When they do not purchase the tickets to the seats, there will be little or no funds at all. Therefore, a well thought off advertising strategy should be implemented. Performance of the team is the main factor that determines the rate of an advertisement campaign. Team performance also decides the rate of sale of tickets. Therefore, advertising depends on the number of seats that will be sold (Newman et al., 2016).

The difference of unit rate plans is determined by the amount of money paid for the number of units sold. A good step to take for the case of Buffalo Bisons is the high commissions that are achieved when one rate is up to the required level, and the higher rate is tied to a more difficult targeted sale. This means that the targeted level is that which see the three salespeople selling more tickets (including premium seats) than they sold in the previous seasons. The salespeople would see an increased rate of sale of premium seats because the premium seats will bring in more profit (Newman et al., 2016). Therefore, the team should consider relying on an advertisement that will bring in rather low commissions that have the same rate of sold units. The team can depend on doing advertisement from a business that has already garnered superiority in the surroundings. This will immensely increase the sales of the seats since an established business already has a large following of customers, wholesalers, and suppliers, who in their normal stride can be prospective fans to the team.

Some factors determine the sale of a ticket. The most important factor here will be the record of Buffalo Bisons. This refers to the form in which the team has been since previous games. If they have a good winning record, they will probably gain more fans who will buy the seats and come to cheer to them during games. Another factor is the rating of the players of the team against the ratings of all players from other teams in the same division (Kassan, 2016). If a player has a good rating, the chances are that he will receive an offer to go into the major league. This will help in gaining more sales of the seats. Playing with other highly rated teams will also boost the sales of the seats. A better team with a good ranking has a bigger following. The fans of the better team will buy tickets to come to cheer for their team. When the sale of tickets is tanking, the salespeople can increase the price of the tickets. The fans will not oblige because they want to see their team playing. When the advertising sales go up, the fans are more likely enjoying the game (Kassan, 2016).

Conclusion

However, if the advertisement is not bringing in more fans and supporters interested in purchasing the premium tickets, it is wise for the team to consider putting substantial effort in selling standard tickets as they are the available source of funds apart from the premium tickets. When the sales are going well, the marketing team should increase advertisement sale with accordance to what the promise of the sales team to increase the sale of tickets and to fill the stadium.

References

Kassan, L. (2016). Introduction to the Special Issue. Group, 40(1), 7. doi:10.13186/group.40.1.0007

Newman, M. J., Gerhart, B., and Milkovich, T. G. 2016. Compensation. McGraw-Hill Higher Education. doi:10.15417/1881

Park, T. and Shaw, J. D. 2017. Compensation Systems and Pay Practices in Asia. Routledge Handbook of Human Resource Management in Asia, 201-221. doi:10.4324/9781315689005-11