Decision-Making Processes Prevalent Organization. As a Learning Essay

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decision-making processes prevalent organization. As a Learning Team, collate, compare, contrast findings individual team members. Mary Kay Cosmetics

Decision-making at Mary Kay

Mary Kay is a cosmetics company that has always focused on using door-to-door and home-based salespersons to showcase its products to the public. These salespersons were once almost exclusively drawn from a pool of women, typically mothers with school-aged children seeking part-time work. The organization teaches sales consultants what types of motivational strategies can encourage sales, and also hosts conventions for salespersons wishing to sharpen their skills. The company offers highly-promoted rewards for top sellers and other types of bonuses as part of its public relations campaigns. The company, in contrast to some other sales-based organizations, tries to create a sense of community through its approach to educating, motivating, and rewarding its sales staff. The focus upon pink and ultra-feminine images, such as its famous pink rewards cars for top sellers reflects the ethos of its Texas founder, and the largely female sales staff. The rewards system for its sales associates is thus also used to promote the brand as well as encourage salespersons to be more proactive.

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Mary Kay has tried to be responsive to changing customer demands, by introducing new makeup lines for women of color, eschewing animal testing, and not offering fur coats to salespeople who meet target goals. As an 'affordable luxury' brand (no individual 'needs' to buy makeup, the way he or she needs to buy food), Mary Kay must have its finger on the pulse of everyday consumer desires and expectations. Mary Kay has had to change with the times, reflecting its new international outreach. Although it began in the United States, today its products "are sold in more than 35 markets worldwide, and the Company's global independent sales force exceeds 2 million. In 2009, sales of Mary Kay products reached $2.5 billion in wholesale sales worldwide" (Mary Kay Global, 2011, Mary Kay.com).

The company has tried to be flexible to demographic and social changes when reformulating its sales strategy. As sales consultants began to decline in number as….....

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