...Sales Management Paper With the current revolution in the corporate world, many organizations find the need to keep up with the set trends in the corporate scene. This is essential for them to maintain relevance, as well as achieve set targets and strategic objectives. One of the important aspects of business management is sales personnel management. This is an important business aspect that can lead to efficiency and effectiveness in business. This study will seek to analyze the various tools and techniques used in sales personnel management. Personnel management encompasses a deep interest in the well-being of an employee. Its main aim is ensuring that employees have a sense of satisfaction. Personnel management tasks include training, selection, hiring, motivation, rewards, and compensation among others. Personnel managers are mainly involved in execution of these important tasks (Ingram, 2008). Training encompasses the process of improving personnel competencies, knowledge and potentialities, (in regards to the specific tasks that will be assigned to them). This is an essential process that should be perpetual, in order to achieve excellent execution of jobs (Ingram, 2008). It gives sales personnel managers an easier time in dealing with sales personnel. There are different basis on which training is carried out. Training is carried out upon induction of new sales people to the company. It is also important to train current sales personnel. This empowers them to brush...
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...strategy," a bold plan that meant increasing the number of achieving companywide sales of $4 billion by the end of 1991. To accomplish this there had to be a key change in corporate thinking. The company had to understand it was not competing with other Mexican restaurants, but rather fast-food in general. This meant going head-to-head with well-established fast-food restaurants like McDonalds. To accomplish this, the mindset and capabilities of the company had to be changed. 1983 – 1988: The Company set about modernizing the company’s physical units. This included remodeling existing restaurants, increasing seating capacity, and adding drive-through windows. New signs were installed with an updated company logo and employees were outfitted with more contemporary uniforms. In addition the company experienced a 23% increase in growth by expanding into new regions in the Midwest, Southeast and Northeast. New electronic Point of Sales systems were added enabling a more efficient ordering system within the restaurant as well as allowing the company to track sales, product mix and inventory. New menu items were also introduced which allowed for more choices for the customer. 1988 – 1991: Strategy shifted to customer value (lower prices while preserving quality). Cost reduction was the focus which required a radical redefinition of the business. K-Minus was implemented where processes were transferred to corporate and food was prepackaged. The store kitchens transformed into a heating and...
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...strategy is their client and employee relation will defiantly improve. Bank tellers are important and by training them in other products, they can offer these products to clients. Having a close relationship with clients is very crucial because they are the ones that are important to any successful business. iii. The last reason that Mountain Bank should follow this strategy because it can help them adapt rapidly to changing customer preferences. Consumers have the tendency to change their mind about their needs and wants and Mountain Bank has to be ready to make the necessary changes to cover those needs and wants. This type of strategy can help Mountain Bank achieve their goals, which are to increase their markets in real estate and corporate areas. II. Given that Mountain Bank will pursue the universalistic approach and commitment strategy, I recommend that the bank instill the following practices for its tellers: a. The first practice that I recommend is making sure that each teller understands and implements all of their job tasks. Mountain Bank can take the opportunity to broaden the job responsibilities and teach the tellers how to sale other products. For example, cross-selling the tellers can learn...
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...An Overview A system is a set of two or more interrelated components that interact to achieve a goal. Most systems are composed of smaller subsystems that support the larger system. For example, a college of business is a system composed of various departments, each of which is a subsystem. Moreover, the college itself is a subsystem of the university. Each subsystem is designed to achieve one or more organizational goals. Changes in subsystems cannot be made without considering the effect on other subsystems and on the system as a whole. Goal conflict occurs when a subsystem is inconsistent with the goals of another subsystem or with the system as a whole. Goal congruence occurs when a subsystem achieves its goals while contributing to the organization’s overall goal. Data are facts that are collected, recorded, stored, and processed by an information system. For example, the business needs to collect data about a sale (date, total amount), the resource sold (good or service, quantity sold, unit price), and the people who participated (customer, salesperson). Information is data that have been organized and processed to provide meaning and improve the decision-making process. However, there are limits to the amount of information the human mind can absorb and process. Information overload occurs when those limits are passed, resulting in a decline in decision-making quality and an increase in the cost of providing that information. Information system designers use information...
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...Mountain Bank should follow this strategy is their client and employee relation will improve. Bank tellers are important and by training them in other products, they can offer these products to clients. Having a close relationship with clients is very crucial because they are the ones that are important to any successful business. iii. The last reason that Mountain Bank should follow this strategy because it can help them adapt rapidly to changing customer preferences. Consumers have the tendency to change their mind about their needs and wants and Mountain Bank has to be ready to make the necessary changes to cover those needs and wants. This strategy can help Mountain Bank achieve their goals, which are to increase their markets in real estate and corporate areas. II. Given that Mountain Bank will pursue the universalistic approach and commitment strategy, I recommend that the bank instill the following practices for its tellers: a. The first practice that I recommend is making sure that each teller understands their job tasks. Mountain Bank can take the opportunity to broad job responsibilities and teach the tellers how to sale other products. For...
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...CASE STUDY Integrating McDonald’s Business, Human Resource, and Staffing Strategies People are McDonald’s most important asset. The company’s success depends on the satisfaction of its customers, which begins with workers who have the attitudes and abilities required to work efficiently and provide good customer service. To execute its growth strategy, McDonald’s has identified people as one of its three global corporate strategies. McDonald’s claims that as an employer, it wants “to be the best employer in each community around the world”# It also makes a “people promise” to its employees that “we value you, your growth and your Contributions.”# Its five “people principles” reflected by its human resource strategy are: respect and recognition; values and leadership behaviors; competitive pay and benefits; learning, development, and personal growth; and ensuing that employees have the resources needed to get the job done.# McDonald’s has executed its operational excellence strategy well by tracking key indicators of product and service quality, speed, and accuracy. The company has also identified its people practices and approaches that substantially impact the firm’s turnover, productivity, customer satisfaction, sales, and profitability. This has allowed it to develop a business model that emphasizes not only financial and operational factors but also people factors that improve the company’s results by improving employee commitment, retention, productivity, and customer...
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...Rueda-de-Leon Submitted 9/17/2010 Table of Contents Executive Summary 4 Analysis of the existing foundation for execution 4 Organization Chart 5 Definition of the Operating Model for Ralph’s Ribs 5 Business Process Standardization 6 Recommended Process Standardization 6 Comparison of Operating Model 6 Core Business Applications 7 Proposal for an Enterprise Architecture 11 IT Capability 12 Business Strategic Objectives 12 Funding Priorities 13 Key Management Capability 13 Business Core Applications 13 Key IT Governance Issues 14 Legal Implications 14 Summary of Ralph’s Ribs Architectural Stage 14 Proposed Enterprise Architecture 15 Changes in Business Process 15 Changes in Business Roles 16 Rationale for Changes 16 Changes in Organizational Structure 16 Changes in Business Partner Relationships 17 Setting Core Business Priorities 17 IT Engagement Model Recommendations 18 Companywide IT Governance 18 New Core Business Opportunities 21 Outsourcing Opportunities - Recommendations 21 Size and Scale Considerations 22 Growing the Organization - Recommendations 25 Summary of Enterprise Architecture Proposal for Ralph’s Ribs 29 References 31 Executive Summary In the restaurant business there are between five and seven different BBQ franchise restaurants available depending on the state you want to operate in. Ralph’s needs to have a solid foundation and a firm strategic plan to remain competitive against the other...
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...Objectives: * Identify the features of a business that are important for an information system * Describe the way in which information systems support business operations * Explain how the information systems improve organizational performance * Assess the role of the information system within a business Defining the Features of a Business Four Basic Business Functions * Manufacturing and production – an arrangement of people, machines, and business processes (procedures) that will produce the product * Business Process * Assembling the product * Checking for quality * Producing bills of materials * Sales and marketing – who will attract customers, sell the product and keep track of after sale issues, such as warranties and maintenance * Business Process * Identifying customers * Making customers aware of the product * Selling the product * Finance and accounting – once you generate sales, to keep track of financial transactions, such as orders, invoices, disbursements, and payroll. This group will see out sources of credit and finances. * Business Process * Paying creditors * Creating financial statements * Managing cash accounts * * Human resources – group of people to focus on recruiting, hiring training, and retaining employees * Business Process * Hiring employees * Evaluating employees’...
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...Round Table Management Practices MGT 330: Management for Organizations Professor Edris Gehy Jason Campbell 6/22/2014 Round Table Management Practices Management practices play crucial and decisive roles in allowing employees to work together for the accomplishment of common goals and objectives. An emphasis needs to be placed more upon reaching the predetermined goals just as much as to receive far better growth and progression for the company. There stays a great necessity to perform the business practices in a reliable way and with the successful implementation of management practices, the employees can be brought to together and learn to make the best possible use of available resources. Management practices guide and direct any organization to move forward along a proper path to ensure success. The management practices of planning, leading, organizing, staffing and controlling are being implemented in nearly all workplaces, and are able to derive far better results than previously unorganized systems. These five management functions have been validated and proven to be worthwhile in setting goals and objectives, and I will show the difference between management at my place of employment, and effective management in this paper. The initial step in effective managing is planning. This involves forming the mission, vision and objectives of the company and laying out a detailed plan for the way through these goals are to be attained. In the organizing...
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...Review……………………………………………………………5 Analysis……………………………………………………………………….9 Proposed Solutions……………………………………….………………..11 Reflection…………………………………………………………………….13 References……………………………………………………………………15 Introduction The retail industry is pretty stabilized in today’s economy. The ability to have a competitive advantage is the key to survival. The grocery business has a history low job satisfaction and high performance which are costly to the organizations bottom line. This paper will document the issues that are affecting the organizational culture at the Ultra Foods in Forest Park, IL. Ultra Foods is the organization that will be closely analyzed for this course project. It is a privately owned, regional, super warehouse food retailer whose company headquarters is located in Highland, Indiana. It competes in the Supermarkets and Other Grocery (except Convenience) Stores under the NAICS number 445110(IBIS). The chain of stores is subsidiaries of the parent company Central Grocers. The chain has been undergoing constant growth and expanding in the states of Illinois and Indiana. The grocery chain reached a milestone in 2011 when they reached $1 billion dollars in sales. I recently worked at one of our many store locations as a Front End Manager. My main responsibilities included customer service management, scheduling for a staff of 45 cashiers, monitoring and controlling the cleanliness of the front end, and occasional overall store control as the Manager-on-duty (MOD). Scheduling was a value added...
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...Introduction In Dec 2010, China airlines Ltd, announced that it had recorded sales revenues of 138.14 Million dollar as for flights carrying people. The company’s Sales Revenue increased by 41 % from Dec 2009 in which the company had achieved 98 Million Dollars. This increase was followed after the company’s announcement in January 2010 that its recorded Sales reached an amount of 358 Million dollars in Dec 2009 including civil and cargo services. These numbers show a huge deficit in the total revenue of flights carrying civilians where the main source of profitability was based and focused on Cargo flights services. Still CAL, China airlines Ltd, didn’t complete its Mission well in terms of increasing profitability and developing its services in order to boost its revenues. Still Civil flights consider covering 38% of the company’s recorded sales. In our paper we stated the company’s Vision, Mission, and Objectives in order to state a plan for developing the company’s civil flights using an edited Business Model. CAL’s problem was in its high costs among competitors who used the LCC (low cost control) in their business in order to create a competitive advantage. In our paper we edited the company’s business model in which we entered some of LCC programs that may attract more customers and compete strongly with competitors. For that CAL developed its systems to be number one leading systems among other airlines especially those in emerging markets such as Mainland china. We...
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...INTRODUCTION Sprinkles is a cupcake business based in Singapore that provides the best quality cupcakes you will ever taste. The mission of the business is to let you bite into one of our moist, divine cupcakes with sumptuous frosting & delicious toppings, such that one would think of Sprinkles when they think of cupcakes. Sprinkles create memorable cupcakes for special events in life. The business will provide catering service for events such as wedding, baby showers, graduation, birthday parties and more. Customers are able to customise decorations on the cupcakes to make it truly unique. Sprinkles will be situated at central region of Singapore as there is a huge volume of human traffic flow. Besides purchasing from the store, customers are able to order cupcakes through our online website, www.sprinkles.com.sg 2. Planning Porter’s Five Competitive Forces: 1) Rivalry Among Existing Firms This refers to the number of competitors, rate of industry growth, price competition. The number of competitors available in the market would be fairly low. This is due to the fact that the cupcake business is a relatively new concept in Singapore. The rate of industry growth would affect the business positively, as the cupcake industry is growing rapidly and has lots of potential. New product introduction would be done monthly to attract current and new customers. This would be a good way to assess and create new cupcake flavours to cater to the market. The factors...
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... Walmart Stores, Inc. is the world's largest retailer whose mission is “to help people around the world save money and live better -- anytime and anywhere -- in retail stores, online and through their mobile devices” (Corporate Walmart2, 2014, p.1). Samuel Walton founded Walmart in 1962 as a small chain of stores in rural towns and today Walmart is a multi-national retail corporation with “11,100 stores under 71 banners in 27 countries and e-commerce websites in 11 countries” (Corporate Walmart2, 2014, p.3). Walmart Stores topped Fortune Magazine’s “Fortune 500” list for 2014. “For fiscal year 2014, Walmart’s net sales totaled $473.1 billion, up 1.6% from the year-earlier period” (Fortune, 2014, p.1). Walmart is a publically traded company, with the second and third generation Walton family owning 51% of Walmart’s shares via a family holding company called Walton Enterprises LLC (Yahoo Finance, 2014, p.1). Walmart has enjoyed unprecedented growth in the span of 52 years, even in the face of negative publicity and threats from competitors like Family Dollar and Amazon. Walmart’s CEO, Doug McMillon, has laid out strategies to reduce their reliance on physical stores as they move towards expanding the e-commerce aspect of their company and on improving their overseas expansion plans. His four-part growth strategy provides the framework to enable a “company prepared to win on four key customer dimensions – price, assortment, experience and access” (Walmart1, 2014, p. 1)...
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...Accounting Information Systems, 13e (Romney/Steinbart) Chapter 1 Accounting Information Systems: An Overview 1.1 Distinguish data from information, discuss the characteristics of useful information, and explain how to determine the value of information. 1) Which of the following statements below shows the contrast between data and information? A) Data is the output of an AIS. B) Information is the primary output of an AIS. C) Data is more useful in decision making than information. D) Data and information are the same. Answer: B Objective: Learning Objective 1 Difficulty: Easy AACSB: Analytic 2) Information is best described as A) raw facts about transactions. B) data that has been organized and processed so that it is meaningful to the user. C) facts that are useful when processed in a timely manner. D) the same thing as data. Answer: B Objective: Learning Objective 1 Difficulty: Easy AACSB: Analytic 3) The value of information can best be determined by A) its usefulness to decision makers. B) its relevance to decision makers. C) the benefits associated with obtaining the information minus the cost of producing it. D) the extent to which it optimizes the value chain. Answer: C Objective: Learning Objective 1 Difficulty: Moderate AACSB: Analytic 4) An accounting information system (AIS) processes ________ to provide users with ________. A) data; information B) data; transactions C) information; data D) data; benefits ...
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...Profitability increasing, but still below cost of capital Consolidation trend has reduced rivals helping profits DELTA’S CURRENT STRATEGY Trainer refinery acquisition: using vertical integration to address Delta’s largest expense Metrics of improving flight completions, on-time arrival rate and decreasing mishandled bag to address customer satisfaction RECOMMENDATIONS • Trainer refinery: mitigate risks for success. • Customer satisfaction: domestic differentiation strategy and international best in class strategy Overview Industry Company Strategy Conclusions Review 2 The Airline Industry: At a Glance Across the Industry • Slow, but positive, global GDP growth • More financially-stable U.S. airline industry as merger integrations mature and restructured carriers emerge • U.S. carriers maintain capacity restraint with growth less than GDP • Inflationary pressures across all categories, with industry capacity discipline allowing for recovery of higher cost inputs • Corporate travel demand remains solid with corporate travel spend to increase 5% for 2014 Overview Industry Company Strategy Conclusions Review 3 Industry profitability improving, but returns still below WACC Profits have been improving in the past three years… …but the industry is still not having economic profits Overview Industry Company Strategy Conclusions Review 4 Porter’s Five Forces: Airline Industry Power of Suppliers: HIGH • Powerful...
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