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Read the article and choose the best answer (A, B, C or D) for each question.
The idea that a sales team can learn something from Girl Scouts will come as a surprise to many. What has this outdated organization got to do with the fast-moving, corporate world of
today? But in the Girl Scouts' annual cookie drive, two hundred million units are sold per year, and their revenues exceed $700 million. And these figures are achieved only in a three-month
period in the spring.
True, the organization has changed greatly in later years, ever since the appointment of CEO Kathy Cloninger in 2003. Her mission was to revitalize a 95-year tradition-bound icon, famous only for camping, crafts and cookies. She has worked on instilling leadership ership qualities in the girls, developing new funding opportunities, creating an efficient organizational structure and developing a reinvigorated brand which is relevant to the modern world.
And nowhere are these changes more noticeable than in the annual cookie sale. No longer relying on neighborhood door-to-door sales to obtain a small revenue, the organization now utilizes a wide range of practical, modern methods which businesses worldwide can learn from.
Firstly, the Girl Scouts organization focuses on providing the girls with life skills. By investing in the girls, the organization creates a team with strong leadership and communication skills.'Cookie College' training courses develop the scouts' business acumen, providing them with presentation, marketing and money management skills; skills which will be invaluable in their future lives. Through role-playing, case studies and tasks, the girls become inspired and passionate about their role as a salesperson. Moreover, in their free time, the girls volunteer to help out with baking the cookies too.
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And the proof of the pudding or should I say cookie- is in the eating. These well-trained salesgirls can turn out exceptional results. Scout Markita Andrews sold over $80,000 dollars' worth of cookies in the twelve years she was a girl scout. Her success is for the most part due to the incentive. By selling the greatest number of cookies. Markita won a trip around the world.Rewards are not only given to the lucky winners, however. Scouts earn reward points as they sell more cookies. 1,500 cookies get the scout a Wii game system.But Girl Scouts are not only training and motivating their workforce, but they are also changing their tactics. Gone are the days when girls went door-to-door around the neighborhood selling
to family and friends. They now go in for the bulk sales strategy. They sell to large organizations and businesses, where cookies can be offered as sales incentives or part of corporate gift
baskets. This way. girls are able to shift a greater number of cookies and maximize their sales time.
1) The sales performance of the Girl Scouts during their annual cookie drive might be considered surprising because
A. the corporate world does not support the Girl Scouts.
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B. the organization only sells cookies to a niche market.
C.the cookies are outdated and no longer popular.
D. the revenues generated in a three-month period are substantial.
2) When Kathy Cloniger took over the Girl Scouts organization in 2003, she
A.increased cookie sales revenue.
B. enhanced the organization's camping and crafts programs.
C.maintained the traditional image of the organization.D. modernized the organization.
is NOT mentioned as one of Kathy Cloninger's strategies for transforming the organization.
Focusing solely on camping activities
. Instilling leadership qualities in the girls B
C D. Developing new funding opportunities
4) The Girl Scouts aim to develop in their members'
A cooking skills
through programs like Cookie College.
. Creating an efficient organizational structure
