COM 295T Wk 5 – Practice: Comparing Communication Channels

Comparing Communication Channels

Strategically selecting a communication channel means that you choose the communication channel that is best able to meet your work objectives. This process involves evaluating three qualities of communication channels: richness, control, and constraints.

As a new district sales manager, you have been given a variety of tasks by the director of marketing. In this case analysis, you will evaluate your communication channels for each task in terms of richness, control, and constraints.

Read the case below and answer the questions that follow.

You work for Performance Now Sports (PNS), a chain of retail sports stores. You sell high-end sports clothing and gear. After two successful years as a PNS store manager, you were recently promoted to a district sales manager. In this role, you are responsible for the performance of 15 stores. You work closely with each store manager to carry out the organization's overall sales strategy.

Last week, you met with the company's marketing director. She stated that you are responsible for achieving a 15 percent growth in revenue for your district during the next year. She wants you to implement a new incentive system in which sales representatives receive lower base wages but higher commission rates. She also wants you to provide recommendations for at least five locations within your district for new stores. Finally, she wants you to lead local marketing campaigns that draw attention to stores in your district.