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VIEWS: 2 PAGES: 14

									1.     Give the name, job title, company and a description of the industry and product

lines/service offered.

       Jack Palmorn, III works for the Coca-Cola Company as a Merchandising Supervisor for

Volusia & Flagler County. Coca-Cola has “A portfolio of more than 3,500 beverages, from diet

and regular sparkling beverages to still beverages such as 100 percent fruit juices and fruit

drinks, waters, sports and energy drinks, teas and coffees, and milk-and soy-based beverages, our

variety spans the globe.” (Coca-Cola.com) Coca-Cola has numerous different products to serve

different tastes. BACARDI Premium Mixers used to make adult beverages. Coca-Cola

Company offers The Simple brand which consists of different types of juices for people that are

health aware. Odwalla brand which has the super food smoothie types of drinks as well as

chocolate soy milk, these are more those individuals with a fitness lifestyle. They also have Full

Throttle energy drink for the people who need an extra energy bump to get them through the day.

Do not forget the water sector with the likes of Smartwater to Vitaminwater both made by

Glacéau these are for customers of all ages.


2.     How long has he been there? How specifically did he get the job?


       Jack has been with the Coca-Cola Company for a total of seven years. He found

available positions at Coca-Cola by using the Coca-Cola website. His initial search was for any

position within the company. Jack grew up in Daytona Beach where Coca-Cola has a bottling

plant. This is where he walked into the front office of the bottling plant and filled out an

application on their information kiosk. Soon after that he received a called from Coca-Cola for

an initial interview. Several interviews later he received a job offer for a position in the

warehouse department.
3.     How long has he been in sales? Describe his other sales jobs. If no other sales jobs,

describe his previous employment.


       Of the seven years Jack has been with Coca-Cola five of those were served in the

warehouse and the past two years have been with the sales portion of the company. Now, before

Coca-Cola he did not have job experience in sales. During high school Jack was a bagger at

Publix. After high school Jack joined the United States Marine Corps. In the Marines, Jack was

part of the 1st Battalion, 1/3rd Marines infantry unit. He was stationed in Kaneohe Bay, Hawaii

and Okinawa, Japan. He spent six months at each base as an accountant for his Battalion. He

transferred back and forth between these two bases two times. After spending five years with the

Marines, Jack knew that he wanted something greater from his life. After his return from Hawaii

he retired from the Marines and signed up for classes at Daytona State College. After four years

at Daytona State College he received a Bachelors of Arts degree in Originations of Management.

He started working at Coca-Cola two years into seeking his bachelor’s degree. Coca-Cola did

not require him to complete his degree, but felt compelled to obtain his degree.


4.     Give a detailed description of his typical customer. In other words, who specifically does

he target / sell to most? The answer cannot be “everyone.”


       Jack only deals with the large store locations, such as Food Lion, Publix, Target, Winn-

Dixie, and Wal-Mart. Now those are only a few accounts, but they are very important to the

company because there are so many locations within Jack’s district. Coca-Cola is always

looking for a new segment to gain market share from to maximize the shareholders worth. Every

quarter he has a goal of three to five percent more sales than the previous calendar year quarter.

“These are very aggressive numbers,” says Jack.
       This means trying new sales techniques, placing products in creative and new ways. One

time he built a display in a Publix that spelled out Daytona 500 in cases of Coca-Cola and Diet

Coca-Cola. That got more attention for the product, and that is the best way to get the product

off the store shelves and into the consumers’ hands.


5.     Describe several of the specific things that he likes and dislikes about the job.


       The first thing Jack shared with us is that it was difficult to build relationships with

employees. He says this because every one of his employees had a different background and

upbringing, which makes it hard to understand the needs of each and every one of his employees.

At first he did not have any female employees so he was able to refer to his team as “The guys.”

The workplace had a locker room atmosphere, but once he hired a few women to become a part

of the team he had to adjust his language to be more appropriate and suited for everyone. One

dislike about working for the sales department at Coca-Cola is he does not get very much sleep.

That is because he is consistently thinking about what he needs to accomplish next. Jack

explains that he likes having all the answers before the questions are asked. He does this to

prevent as many surprises as he can from happening.


       He then spoke about how the days are exhausting, stressful and very long. A typical

work day starts for him at four in the morning and ends around six or seven in the evening

maybe later when it is a peak period. Yet, he shared his favorite part of the job is being out in

the field, building the relationships with the general managers of all the accounts in his district.

Another thing he likes doing is making sure shipments are received, correct, and properly

stocked. Jack likes to be sure his team members are getting everything done that has been

assigned to them.
He does not go around and check everyone all the time, because he believes his team knows

what they are suppose to be doing, but when he is on location he checks the shelves to be sure

everything is up to par.


6.     Discuss his selling philosophy? How has it changed over time?


       Jack lives by a very simple but to the point philosophy which is Honor, Courage and

Commitment. These are the values he learned and lived by while he was a Marine Corp

member. He continues to live by these core values today, because Jack said, “Once a Marine

always a Marine.” Jack told us that this is a motto he will always live by but Coca-Cola has their

own philosophy they would like him and his team members to live by as well which is ACT:

Accountable, Customer Focused and Team Driven. He has worked to combine ACT in with his

Marine motto. Another token of knowledge Jack lives by is loyalty. He believes that if you

show this quality to all things you do in life, the actions will pay dividends many times over. He

has been approached by the competitors of Coca-Cola to come work for them, but the loyalty in

his code of ethics would never allow him to change companies. Competitors have tried to recruit

Jack and more than half of his staff a number of times, but to no avail, loyalty ranks over the

money to Jack Palmorn and his team.


7.     Describe the types of training he has received, either at this company, at another company

or through life experiences. How effective does he feel each type was? In other words, how has

he learned / taught himself to sell?


       Jack has learned that women make more decisions when it comes to getting jobs done,

where men do more labor intensive work. He was really surprised to find this out.
He is a strong believer in really learning about the people he is dealing with and how to motivate

his employees. He told us that was one way you can improve the people. A good way to learn is

to use a mentor. Do not use your immediate supervisor; use someone from another part of the

company. Jacks’ college degree helps him with identifying the needs of his team members.

Once you know the needs of your employees, then you can meet those needs and you are able to

improve the performance output from them. This happens, because the employees see you want

to improve their lives, so they will want to help Jack improve his sales numbers.


       He believes in the halo effect, if people look happy they will be more productive. Jack

has learned that having dedication is a quality that you must have. You want your team members

to be able to turn to you in any time of need. This being another quality that he lives by; Jack is

always on the clock. Even on a day off he is only a phone call away from anyone of his clients

or company. Jack told us you should always learn new things from now until you are unable to

comprehend anymore. If you are not learning then you are not living to your fullest potential. A

small tip Jack shared with us before we went on to the next topic was to write everything down.

It does not matter if you are really good at remembering everything; sometimes you may forget.

That one thing could be something so important and you did not mean to forget, but since it was

not written down you forgot.


8.     What is his attitude about each of the following: quotas, paperwork, and sales managers?


       When I asked Jack about how he felt toward quotas he said, “They are important to keep

track of the way the team is doing for the business.” The reason quotas would not be met is the

team worked separately and not a whole. Now when it comes to paperwork, he believes in

people before paperwork. Jack told us that paperwork is important, but repetitive and tedious.
When he first started the merchandising job, the paperwork would take up to six hours a night.

That was very time consuming to Jack, so he found ways to cut the amount of time it took to

complete the work without decreasing the quality of work. One tip he shared was to answer all

the emails that came in overnight first thing in the morning that way you’re ahead of all the

people answering emails once they get to the job site. As for sales managers they play an

important role in the team according to Jack. The sales manager brings the whole team together.

They work with everyone to make shipments from the bottling plant reach the store shelves.

Jack told us that Coca-Cola has sixteen districts in Florida and the Volusia & Flagler County

District is number one. He continues to say, “Being number one was not an accident; it has to do

with being open, direct, and honest with everyone in the company.”


9.     In general terms, what can an entry-level salesperson in his industry expect in the way of

compensation? This can include a salary range / structure as well as other benefits, if any.


(We are not expecting the sales rep to reveal his salary…only the range for someone new

entering the field.) Your base salary will range from twenty-five to thirty-five thousand dollars.


       The actual number will vary with the amount of expertise you have from previous

employment. A search of benefits at Coca-Cola thru their website revealed “As a full-time

employee that works for Coca-Cola you would be entitled to full benefits which include Medical

(including vision), Dental, Accidental Death & Dismemberment, Group Life Insurance,

Dependent Life Insurance, Flexible Spending Accounts, Business Travel Accident Insurance,

Short-Term Disability, Long-Term Disability, Survivor's Benefits Program and an Employee

Assistance Program with confidential counseling services.
Also you are eligible for types of lifestyle benefits such as paid vacation and holidays, flex-time,

job sharing, telecommuting and local health club discounts.” (Coca-Cola.com) Another benefit to

employees, but not all is that there is room to work extra. Coca-Cola does not require you to

work over-time or extra, but it is available if you need or want it. That is a benefit to me for

sure, because if you need to earn more money it is there for the taking.


10.    Describe the perks that come with the job.


       When I asked Jack this question he told us to look outside to the parking lot, so we did.

There was a 2006 Ford Taurus outside. This was provided by Coca-Cola as well a company

credit card that takes care of the vehicle expenses such as new tires, oil changes and gasoline.

Coca-Cola also gives him an AT&T blackberry cellular phone and a laptop computer to do work

outside of the office. His pay structure is setup for quarterly bonuses. Jack told us that most of

the time he does everything he can do to make bonuses, but he does not do it on a short staff. He

said he would rather have a full staff working and using the whole budget maybe a little more

than the budget to get the job done right the first time, instead of making the bonuses on a short

staffed and over worked team.


       Jack is truly a team player and a people person, who works for others before himself

while helping everyone along the way and making his part of the company very successful.

Small things the company gives Jack for his hard work would be sporting event tickets to such

things as the Coke Zero 400, club level tickets to Orlando Magic games, or even tickets to

Jacksonville Jaguar games. Jack told us that he usually does not go to these events since he has

so much work. Instead, he rewards the best employees on his team with these tickets. He said

that gives him more joy to see his employees happy over his owe.
11.     What is the most embarrassing thing that has happened to him during a sales call? Tell

the Story!


        About two weeks from the time the meeting was arranged, Mr. Palmorn relayed an

experience concerning an embarrassing conference call. He explained how there were multiple

sales representatives from various regions chosen to speak for the center in which they worked.

At the introduction of the call, Mr. Palmorn acknowledged each of the regions and thanked them

for their participation and support. However, he forgot to mention the Tallahassee sales center.

Due to this lack of recognition, the representatives from the forgotten center felt personally hurt

and unimportant. To make matters worse, the other representatives observed this mistake as soon

as the event transpired.


        To aid in the rapid mending of these relationships, Mr. Palmorn felt it necessary to make

several individual calls and personally apologize for the mishap. Of course, the completion of

these calls was very time consuming and slightly uncomfortable for all parties involved. Near the

end of his recollection, Mr. Palmorn stressed the importance of thorough paperwork and the

necessary focus required in all business proceedings. Mr. Palmorn noted, “The pen is mightier

than the sharpest mind,” and the application of this proverb can surely be discerned in this

situation.


12.     Detail the most satisfying sale he has ever made. Tell the story!


        Mr. Palmorn conveyed a story recounting a sale he made at a Publix within his area of

supervision. The store was launching an “Italian Fest” promotion, and the manager contacted

him inquiring about a display he could construct in the lobby to enhance the campaign. Mr.

Palmorn organized and directed the construction of a large border circling the lobby comprised
of over 1100 cases of Coca-Cola product resembling a brick wall. The display took over four

hours to assemble and was featured in the Coke’s corporate magazine.


       Though the display, or sale, was actually counterproductive because the products could

not be purchased for the sake of its preservation, the recognition received was truly memorable

and the relationship between Mr. Palmorn and the manager of that branch store was further

strengthened. Needless to say, the favor called in by this manager to create the display will play a

role in decisions made concerning future sales and the formation of more profitable displays.


13.    Would he recommend a career in sales? Why or why not?


       Without hesitation, Mr. Palmorn animatedly said, “Yes!” he would recommend a career

in sales. He stated, “If I go to a job and have to know about people, I’ll win every time.” Mr.

Palmorn visibly cherishes the relationships he has fostered during his employment, and believes

that these relationships have determined his ultimate success. He explained that one never knows

the impact they have on others, or how much a smile or a kind word truly means. To Mr.

Palmorn, his clients are like family.


       To enhance the relationships Mr. Palmorn has with his clients, he often arranges social

outings and gatherings that are rarely centered around formal business transactions. These

outings often include, but are not limited to: bowling, golf, or going out to dinner. Mr. Palmorn

often measures the strength of the relationship by the topics of conversation covered. He echoes

values similar to the Hallo Effect, stating that if one is seen as being passionate about people, it is

assumed that one is passionate about the job or task at hand. Mr. Palmorn asserts that listening is

the best way to communicate, and if one “does what is best for the customer, he will win every

time. It’s just that simple.”
14.     What is his biggest challenge in sales? What specifically does he do to overcome it?


        “Communication,” said Mr. Palmorn without hesitation. Perhaps one of the most

important skills developed by a sales representative is the art of compromise, and reaching your

goals while putting the needs and concerns of your clients first and foremost. He recalled a

situation at a local grocery store where a Valentine’s Day themed lobby was launched. Due to

the fact that the primary product of this display was candy, the space allotted for Mr. Palmorn

was minimal to say the least. He had a 200 case quota and only a 40 case space to work with. He

noted that the biggest challenge in sales is to reach his goal while being denied the space needed

to fulfill the need.


        At times, there is also an aspect of friction experienced with certain managers because

they have mandated the cutting off of deliveries in order to reduce inventory. However, a

“magical delivery” is expected if the product supply is suddenly diminished. Effective

communication allows for the greatest result of compromise, and therefore a happy medium for

all parties involved.


15.     What does the sales rep feel is the most important part of the sales process? Why does he

feel that way?


        Mr. Palmorn mirrored his response to this question to his responses given to questions

previously posed. Again, he relayed the importance of communication and regarded it as the

greatest asset in a sales representatives’ procession. He states that if a client does not have a

need or desire for your product, “just don’t bring it.”


        A salesperson must always be careful not to overstep the boundaries established within

the relationship. If a representative does not abide within the agreement reached with the client,
and further arrangements are made, the client perceives that the representative views him as an

incompetent or inexperienced manager. This violation is viewed as a personal attack from the

seller on the buyer, and therefore it’s vital to avoid the implication of these attitudes. This

perception can potentially fracture the relationship beyond repair and impede future business

dealings.


          Mr. Palmorn also advised that the “little things” are often what matters most in building a

solid business relationship. Examples of these desired traits are punctuality and keeping

appointments. Another fact Mr. Palmorn advised as a sales representative is to remember that

“even if they’re wrong, it may provide a future selling point.” Even if the problem or need for the

product is inflicted by the manager himself, solving these problems with urgency and

promptitude can ensure satisfaction of the transaction on the client’s behalf, and can strengthen

the relationship.


16.       Describe the qualifications and attributes that he believes someone should have to

succeed in this sales job. What can a new rep do to develop/sharpen these skills?


          Without hesitation, Mr. Palmorn said that the greatest attribute a representative has is a

smile. In today’s fast paced society, a smile is becoming rarer in everyday interactions, though it

is vital in the initial establishment of relationships. Another important qualification Mr. Palmorn

noted was the emphasis on fact-based knowledge concerning the product and its impact on the

client. Not all information is perceived as valuable to the client, so a close relationship allows

the representative to determine which information to present in a manner that is beneficial to the

client.
17.       What tips does the salesperson have for overcoming objections? Be sure they are specific

to overcoming objections.


          The most critical part of closing the sale and overcoming objections, according to Mr.

Palmorn, is to create a common ground. This is achieved by the representative finding out the

mindset of the client, or perhaps articulating their management style or the values they uphold

the most in a relationship, and work with them to achieve their objective. He suggests closing the

sale early if possible, and usually the promises made by the client are kept and the agreement is

upheld.


          Mr. Palmorn also expressed the importance of planning ahead to forecast the thoughts of

the client and predict their needs. Being able to satisfy the needs of the client, even those solely

of an anticipated nature, in a rapid manner is often the determining factor when evaluating the

satisfaction as perceived by the client.




18.       What tips does the salesperson have for closing the sale? Be sure they are specific to

closing.


          Mr. Palmorn states that it is crucial for the representative to break down the details of the

transaction in a manner characterized by simplicity and sincerity. Confirmation must be

established concerning the agreement reached during the meeting, preferably in a written form.

As in previous responses, Mr. Palmorn places great importance on the need for documentation

and the completion of thorough paperwork. The specifics of the deal cannot be left to

interpretation or guesswork, as potential misunderstanding can brew dissatisfaction within the
client after the transaction is complete. Dissatisfaction can cause a riff in the relationship, and

therefore the importance of its avoidance emerges.


19.    What advice does the salesperson have for you, if you wanted to get into sales? How does

he recommend you go about finding the right sales position for you?


       Mr. Palmorn graciously explains that sales is not necessarily for everyone, and should

only be pursued by those who thrive in a fast-paced atmosphere and can constructively pursue

their goals with aggression and tenacity. Every day is different, so it is necessary to leave one’s

personal problems at the door so that clarity of mind and efficiency of performance can be

achieved.


       Mr. Palmorn notes that one technique that has aided in his personal success is to be a

“one-stop-shop” for his clients. He encourages and empowers representatives to personally

handle and address the needs, problems, or concerns of the client and to avoid passing out the

telephone numbers of other potentially helpful people. Availability and dependability are seen as

“the only abilities” valuable to a client and equate to guaranteed success in “ANY” job.




20.    How does the sales rep feel about networking?? What advice can he give you for how to

do it well?


       Mr. Palmorn described networking as both “mandatory” and “paramount”. He recognizes

that people have a “life other than Coke” and the interests and hobbies shared by individuals are

often the motivating factors driving employees in the workplace. He believes his networking

connections have allowed him to create a sense of unity among his employees and clients
because there are often many similarities found within a group that may normally go unnoticed.

When clients or employees feel personally connected to the goal itself or to each other, they are

more likely to work harder towards its realization or achievement.


       After meeting up with Jack Palmorn we quickly found out how awesome and genuine of

a guy he is. We spent over three hours talking about everything listed in the questions to our

own lives and things going on in the world that day. After the interview we both sent out our

thank you notes. I have contacted Jack since our interview. He was really happy with the thank

you note. He told me it was a real surprise that showed up in his work mail box. The last time I

talked with Jack in invited me to come visit him up at his place of living in Daytona Beach. I

really took a lot away from this assignment, beyond writing a paper; meeting an industry

member truly shines a light into a place I have not seen before. So, I thank Jack for allowing us

a peek at the real world sale life, and Mrs. Gundy for assigning something that has meaning to us

students.

								
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