...Executive Summary This analysis report offered a general overview and evaluation on current situation of Parkin Lab, an Indian innovative generic pharmaceutical company started in 1978. The report covered the main problem, which Parkin was facing was low sales revenue and decrease of profits due to the Drug Price Control Order (DPCO) 2013 and keeping increase of operating expense, and whether Parkin needs to implement a sales force effectiveness program to increase the sales volume. After the analysis of Parkin's current lab comparing to its competitors, Parkin slowed down its sales revenue growth while its competitors were decreasing the sales revenue. And Parkin had strong products line and best sales team. However, its sales force didn't work effectively and efficiently. A thorough investigation found that some MRs didn't allocate their focus on each class of customer properly and manage their time efficiently such as too much on waiting, and that MRs didn't implement the marking plan correctly. In order to improve the SFE, a new operating model should be implemented. Firstly, Parkin needed to find out the main drivers to SFE. Then it should testify if the main drivers and performance of high performer went towards its marketing plan. If so, Parkin could confirm that their marketing plan and strategies were at the right direction. Later on, Parkin should set up performance of high performer as a benchmark. By being trained and monitor, low and average performers can...
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...An Exploratory Investigation Of The Impact Of Culture On Sales Force Management Control System In Europe * The summary of the research The research objectives and key findings The objective of the research is to investigate the impact of culture and governance system on sales on salespersons’ behavioral strategies in Europe. And the authors divided Europe into two parts in the research. They are Anglo/Germanic countries and Latin countries. There are three key findings. 1.Culture has an effect on salespersons' use of "smart" selling techniques. 2. Latin salespeople seem to use "smart" selling techniques significantly more than their British counterparts but not more than their German counterparts. 3.The more behavior-based the sales force control system, the stronger positive/negative effect on sales- persons' likelihood to select key decision-makers at higher hierarchical positions in a customer's organization for Latin salespeople versus for Anglo and Germanic salespeople. The key variables and the key hypotheses There are two control variables in the research -- sales experience and selling context (i.e., industrial, consumer, or services) because experience affects salespersons' motivation and selling context may be relevant to the choice of selling strategies. Also, compensation is another variable was used to figure out the outcome. Under the research aspect of the effect of culture on salespeople’s behavioral strategies, there are three hypotheses. HI: Latin...
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...• FIVE FORCE MODEL IN THEORY AND PRACTICE: ANALYSIS FROM AN EMERGING ECONOMY • FIVE FORCE MODEL IN THEORY AND PRACTICE: ANALYSIS FROM AN EMERGING ECONOMY ABSTRACT For thirty years, the five-force model of Michael Porter has been used as a standard tool to analyze and determine industry attractiveness. In a recent interview to mark thirty years of the theoretical framework, Porter reaffirmed his faith in the model, quoting examples from the airline and steel industries. The model along with the others that Porter has developed, such as the value chain, strategic groups and national competitive advantage, continue to influence strategic thinking in profound ways. And yet, one cannot help observing that perhaps the time has come to re-examine these models in the light of empirical evidence. This paper attempts to argue that the usefulness of the five-force model is limited in emerging economies as compared to mature markets. A longitudinal study of the IT Enabled Services Industry in India demonstrates that with low entry barriers, a high degree of competition (industry rivalry), bargaining power of buyers (Fortune 100 companies), bargaining power of suppliers (large manufacturers of hardware who force technological up gradation at regular intervals), and the absence of clear differentiators (or close substitutes being offered), the industry should have been very unattractive according to the five-force model. On a practical level though, the paper shows that ...
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...Introduction: 1 1.1 What is Sales ICM? 1 1.2 What is Cybernetics? 2 2 The Cybernetics Approach to Sales ICM 2 2.1 Cybernetics Influence Diagram (CID) 3 3 Sales ICM CID 4 4 Feedback Loop Analysis 6 4.1 Feedback Loop – Commissions Calculations 7 4.2 Feedback Loop - Clawback Calculations 8 4.3 Feedback Loop – Revenue and Cost of Sales 9 4.4 Feedback Loop – Dispute Management 11 5 Conclusion 12 * Introduction: Sales Incentive Compensation Management (ICM) Model is increasingly becoming the key decisive and motivating factor in influencing sales execution to impact the business performance. As sales models are being re-engineered to incorporate more market dynamics and adversities, sales compensation models are also becoming increasingly complex. In the global market where increasing customer reach is a major challenge, it has become essential to include dealers, partners, distributors, retailers, contractors, buying centers across various sales channels into the business’ Sales ICM model. Accurately measuring and rewarding the performance of the sales force (both internal and external to the business) has become the key to driving desired behavior in achieving the business objectives. Failure to understand Sales ICM as a key influencer for the sales force results in mal-aligned, error prone, labor intensive and time consuming compensation processes and a frustrated sales force. It is important to visualize Sales ICM as a business system which...
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...Marketing Audit and Analysis of Hindustan hydraulics EXECUTIVE SUMMARY This report has been produced to analyze the current marketing challenges faced by Hindustan Hydraulics with regard to their marketing strategy. Although Hindustan Hydraulics has invested time and money in improving their infrastructure, we feel that with tougher competition in the present market, this company is not taking full advantage of its cash reserve and good presence in the Indian market which could be used to develop their old machine with state of the art new technology which could result in higher profit and lower cost in maintaining machine. Faced with a consistent loss of market share due to new competition it is our analysis that, to enhance further growth and profit, Hindustan Hydraulics must improve their sales service, better turnaround time to decrease down time of machines so that customers do not fall behind their production schedule and more money should be pumped into the R&D department to develop advanced systems. Other recommendations has been discussed in detail in this report. Table of Contents Executive Summary 2 Introduction 5 Positioning 6 Current environment and operation 7 PEST Analysis 8 a) Political forces b) Economic forces c) Socio-cultural forces d) Technological forces SWOT Analysis 10 a) Internal factor 10 1. Strengths 2. Weaknesses b) External Factors...
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...managers. The business environment today has forces and trends that influence business decision-making and directional platforms. Individuals must determine how business strategies will continue to improve the mission and values of the overall organizational goals. Creating an S.W.O.T.T analysis is the important part of the strategic plan that paints a vivid picture on how the business may rank in accordance of internal and external factors. This table displays the strengths, weaknesses, opportunities, threats, and trends of Organizing Actions. * External Forces and Trends Considerations * Legal and Regulatory is an external force and trend because it provides an opportunity to the business by improving a more competitive position of possessing business licenses. * * 1. Legal and regulatory -Need for Organizer contracts & business license 2. Global- you can become popular and increase/decrease in popularity of vintage items 3. Economic - Poor economy may bring increased business 4. Technological- E-Bay selling- online software to track consignor inventory, sales and discounts. 5. Innovation- Update software- customer base for mailing- sales/discount/birthda 6. Social- Have open house- tea party- inviting guest/customers 7. Environmental- Increase popularity of recycled goods 8. Competitive analysis- Market competition-new plaza opening monitor types of businesses to occupy spaces Internal forces and trends considerations: 1. Strategy- Focus...
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...Method For many of you, this will be the first course using cases that you have ever taken. The fact that this form of learning is new to you will naturally cause you some concern, and early on, some difficulty. Cases give you the chance to look at the present situation facing an organization, and after a systematic analysis, make recommendations that will produce a change in the results or outcomes. While you cannot be certain what that outcome will be, through the discussion and critique of your suggestions by fellow students and your professor, projections can be made about the foundation for the probable success of your recommendations. In this course you will have the opportunity to see how well you can assess and address a business issue or problem. The role of the case is to provide you with the opportunity to utilize the knowledge you have gained to this point to evaluate and make recommendations to enhance the performance of real organizations. This is not a substitute for real world experience in a job with an organization, but it is the type of learning that helps prepare you to begin using the business knowledge you have acquired. Analysis Frameworks There are several benefits in having a framework to use for analyzing situations. The first is that a framework provides comprehensive coverage of the topics and issues involved. Without a framework, the analyst may overlook some issues. For example, a person might not consider the various effects of the...
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...This report is designed to show entrepreneurs and small business owners the importance of utilizing and applying business models into the business plan and strategy to better understand a market, the industries and firms that make up the market. This guide will cover the following business models: Porters 5 Forces of Competition, Breakeven Analysis, Product Life Cycle and SWOT Analysis. Porter’s 5 Forces of Competition Figure 1: Porter's Five Forces Figure 1: Porter's Five Forces Porter’s model identifies and analyzes five competitive forces that shape every industry. This model also helps determine the weaknesses and strengths present in an industry. This is particularly helpful for a firm because it paints a clear image about where the power lies within the business to take advantage of the strengths and improve the weaknesses. By doing so, the business can compete efficiently and effectively. Additionally, this business strategy tool helps analyze the attractiveness in an industry structure. In other words, the model measures the profitability potential in a business situation. Figure 1 is a graphical representation of Porter’s Five Forces. The five competitive forces identified by Michael porter are: Threat of Substitute Products, Threat of New Entrants, Intense Rivalry Among Existing Players, Bargaining Power of Suppliers and Bargaining Power of Buyers. Threat of Substitute Products means how easily your customer can switch to your competitors product. When there many...
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...macleod from: John Doe subject: FUSILIER TALENT ANALYSIS date: [ 6/3/2012 ] As follow-up to your request, I am providing an analysis of the current talent situation at Fusilier and recommending immediate and longer term solutions to support a talent strong organization in the future for Fusilier. My analysis is as follows: Case Analysis Probable Causes of Talent Dilemma Based on analysis of Fusilier’s current situation there appear to be several contributing factors; as Fusilier seeks to transform it’s business from a product centric focus to one of a business solutions focus, there has been no clear definition of market strategy and organizational alignment to accomplish the new strategy. As a result, there is: * No clearly defined assessment of the roles and skills required to support the new strategy * No clearly defined staffing process * No clearly defined talent review process to assess the existing talent’s ability to support the new strategy Alternative Solutions for the Immediate Situation 1) Identify the skills required to support the new “solution selling” strategy and analyze which of the current sales people have the skills to succeed in the new solutions focused environment. Fusilier could establish two separate sales teams with the existing personnel. One team focused on product selling and one team focused on selling solution services. Pro(s): Fusilier would be able to align sales resources based on skill sets and allow each to...
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...5 million cars and trucks, which is a 5.7% increase from 2014 fiscal year (Spector, Bennett, & Stoll, 2016). The top four US automobile manufacturers are General motors, Toyota, Ford, and Chrysler, who account for about 70% of the total automobile sales. US based automakers face rivalry problems with foreign companies such as Toyota, Honda, and Nissan because of their cheap labor cost and no union problem. However, these companies also have their assembly lines in US, and hold around 45% of the US auto industry. US automakers are also taking advantage of NAFTA by assembling autoes in Mexico and Canada with lower labor costs (Automobile Manufacturing, n.d.). Usually 75% of the materials account for the selling price of a US made car. US companies have also increased importation of parts from abroad which helps them increase their profitability. Features like extended warranty, extended service plan, safety features, and fuel efficiency help attract consumers and increase sales. US retail sales have increased 7.00% in 2015 (Automobile Manufacturing, n.d.). Adapting with popular operating system, technologically enable safety, and low material costs are helping to raise the profits of automobile industry rapidly. PEST analysis is an essential factor of automobile industry. Government wants manufacturers to focus on fuel efficiency car to reduce dependency on foreign oil. Federal government set a fuel...
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...managers use social intelligence to define the future of the business, analyzing markets, industries and economies to determine the strategic direction the company must follow to remain unprofitable. True False 6. A variable is a business intelligence characteristic that stands for a value that cannot change over time. True False 7. Companies update business strategies continuously as internal and external environments change. True False 8. For an organization to succeed, every department or functional area must work independently to be most effective. True False 9. Porter's Five Forces Model outlines the process for a sales strategy. True False 10. With the Five Forces Model, companies should watch the forces in the market. If the forces are strong competition generally increases and if the forces are weak competition typically decreases. True False 11. Successful companies today operate cross-functionally, integrating the operations of all departments. True False 12. An overview of systems...
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...Sales and Distribution Management Program Credit Course Code : PGPM : 3 : SL MM 606 Class of Sessions : 2012 : 30 Objective To make the student aware of issues related to sales force management focusing on ―selling‖ as a tool of Marketing Communication. The study of Channel Management offers an appreciation of logistics of information and goods, and exposes students to the types of systems required to optimize organizational efficiency through this function. Learning Objective: The aim is to prepare students to manage sales and channel teams for different types of selling, with the purpose of enhancing value based output and productivity Learning Outcomes: REFERENCE BOOKS Sales Management - Decisions, Strategies and Cases. 5ed Marketing Channels: A Relationship Approach Sales & Distribution Management Sales Management Sales and Distribution Management – Text & Cases Retailing Management – Text & Cases, 2 nd AUTHOR / PUBLICATION Richard R Still, Edward W Cundiff, Norman A, P Govoni- PCI Coughlan, 7th ed IUP Panda / Sahadev Havaldar / Cavale. Tata Mcgraw Hill - 2007 Pradhan, Swapna. Tata McGraw-Hill - 2006 e Faculty teaching the subject in all PGPM Campuses should refer Articles, Journals, Websites. Detailed Syllabus Introduction: Emerging Trends in S & D, Linking S & D Role & Responsibility of Sales person: - Cross Functional Linkages, Types of selling, Value Proposition, Lifetime Customer Value Creation- Key Accounts Management. Selling Skills: Communication...
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...one of the leading manufacturers of packaged goods in the world. Allstar Brands’ Allround product is a market leader in the over-the-counter (OTC) cold and allergy remedy market. The brand has had consistent success in terms of profitability and sales. This has made Allround a critical component of the Pharmaceuticals Division’s long-term strategic plan. Currently, the division anticipates that the brand’s cash flow in the coming periods will allow the company to pursue new opportunities in emerging markets. However, the competitive nature of the OTC cold remedy market is causing a concern. The senior management is worried that this competitive activity will lead to a declining market share and profitability for Allround. They have lost one full share point in the last year. The goal is to maintain long-term profitability and market share in an increasingly competitive and changing environment. Analysis It is essential to make certain that Allstar Brand Corporation’s objectives are met and realized in order to generate profits. After an analysis of the company, there are some objectives that should be considered to maintain sales and market share. Some of the objectives include; increase stock price, increase sales force, and maintain brand awareness. The current stock price for Allstar is $38.351, with the highest being Ethik at $70.77. Increasing stock price is a marketing objective that is aimed at winning the investment of prospective shareholders and making...
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...INFORMATION……………………………………………………………………6 2.2 METHODS OF INFORMATION GATHERING …………………………………………………7 2.3 LIMITATIONS OF INFORMATION GATHERING ......…………………………………………7 2.4 ACCOUNTING ANALYSIS TECHNIQUES 2.4.1 FINANCIAL RATIO ANALYSIS ………………………………………………………………………………7 2.4.2 GRAPH CHARTS……………………………………………………………………………………………….7 2.5 BUSINESS ANALYSIS MODELS 2.5.1 PEST FRAMEWORK....……………………………………………………………….............................9 2.5.2 PORTER’S FIVE FORCES MODEL ....…………………………………………………………………….9 CHAPTER THREE 3 DATA PRESENTATION AND ANALYSIS 3.1 DATA PRESENTATION ……………………………………………………………………………10 3.2 FINANCIAL ANALYSIS 3.2.1 PROFITABILITY ………………………………………………………………………………………………..11 3.2.2 LIQUIDITY ………………………………………………………………………………………………………13 3.2.3 EFFICIENCY …………………………………………………………………………………………………….14 3.2.4 FINANCIAL GEARING ………………………………………………………………………………………...14 3.3 LIMITATIONS OF FINANCIAL RATIO ANALYSIS ……………………………………………16 3.4 BUSINESS AND MACRO-ENVIRONMENT ANALYSIS 3.4.1 PEST FRAMEWORK ANALYSIS ……………………………………………………………………………..17 3.4.2 PORTER’S FIVE FORCES ANALYSIS……………………………………………………………………...19 3.5 LIMITATIONS OF...
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...a market analysis of Samsung smart phones from the manufacturers to end users. The analysis uses direct distribution channel as the best distribution strategy for Samsung smart phones. In addition, a multi-channel distribution system was recommended that utilized only the catalogue and the sales force. The target market needs identified indicated that most Smartphone users demand the android operating system, and are very sensitive to original products from Samsung thus validating the direct distribution channel. Introduction In order to effectively sell their products, marketers must consider a number of factors that contribute to a perfect marketing and distribution plan. Some of the vital things to consider while marketing a product include the distribution channels to adopt, the target market needs and its effect on the chosen distribution channel, and the type of channel member to use, whether a retailer, wholesaler, manufacturer, or a dealer. According to Kotler & Armstrong (2001, p. 15), marketers should have the ability to identify threats and opportunities within a business environment in order to develop a perfect and successful marketing plan. The following discussion provides a deep analysis on how an entrepreneur can market a product and make it available to the end user. The selected product was a Samsung Smartphone. The increasing demand for technologically advanced gadgets in the present digital world stimulated the above selection. Analysis Market...
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