...in manufacturing of computer storage media like floppy disks as well as various other product mixes. Presently the company is facing turbulent times because of the inability to keep up with highly dynamic market and customer demands. There have been various reasons for breakdown in communication and teamwork. Bad management and autocratic style of leadership led to a decline of the company in regards to product innovation. At present, there is an urgent need for introducing a new innovative product in the market to make a comeback and an organizational change for a longer term. Conflicting performance metrics and Goal Incongruence Different performance metrics let to competitive efforts among different departments. Departments were concerned about their own goals at the expense of other teams. The system can achieve its goals more effectively and perform better when organizational goals are well aligned with the goals of different subunits. This organisation was ultimately working toward the same goal, but all the departments had different ideas and purposes. Manufacturing plants operated as individual profit centres and were evaluated on gross margin while Sales department was evaluated on revenue. Consequently, Sales, in order to meet their revenue goals, sold the products at any price they could without looking at the impact on margins. Organizational structure and Bad Management: The Mobile Division’s current situation can be attributed to the previous vice president’s...
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...QUESTION 1: Key reasons for conflicts between Sales and Marketing. First, Sales department blame to Marketing to set price too high and bring many difficult to Sales in introducing and selling. In addition, Salespeople think Marketing fail in advertising and they don’t have idea about what customer need. Instead of the budget is contributed to Marketing Department, Salespeople will use it more effective. In contrast, mission of Sales is focus on selling and sometime they can’t think about a long term strategy or a plan for future. Although Sales have a good communication with customer, it is just in individual scale not in a developing plan. Second, they have a conflict about price. Sales produce good with a cheaper price than Marketing to attract demand of customer. Marketing want to bring benefit as big as possible to the firm, therefor, they will use the best way to cut the expense and raise the revenue. Beside that, Marketing want to spend their time to set up and think about strategy, they can draw a picture with the large view and future plan. Sales have the different way. They prefer to persuade and communicate with potential customer. In conclusion, I think Sales and Marketing have the same goal that is put their company’s name in customer but they have the different way. Sales focus on number of sale and take care for customer to keep them. Marketing have a larger mission, they have to think about benefit, risk, finance and many other things. Simply, Sales prefer to...
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...Acknowledgements Brief Contents 1. Introduction to Sales and Distribution Management Introduction 1 Evolution of Sales Management 1 What is Sales Management? 2 Nature and Importance of Sales Management 2 Relationship Selling 3 Varying Sales Responsibilities/Sales Positions 4 Importance of Personal Selling and Sales Management 4 Role and Skills of Modern Sales Managers 4 Skills of a Sales Manager 6 Types of Sales Managers/Sales Management Positions 6 Top-level (Strategic) Sales Managers 6 Middle-level (Tactical) Sales Managers 7 First-line (Operational) Sales Managers 7 Staff Sales Management Positions 8 Sales as a Career 8 Rewards in Sales Career 8 Salesperson to Sales Manager 9 Changing Role of a Salesforce 9 Women in Sales 11 Sales Objectives, Strategies and Tactics 12 Sales Objectives 12 Sales Strategies and Tactics 12 ii vii ix xiii xv 1 xviii Contents Emerging Trends in Sales Management 13 Global Perspective 13 Revolution in Technology 14 Customer Relationship Management (CRM) 14 Salesforce Diversity 14 Team Selling Approach 14 Managing Multi-channels 15 Ethical and Social Issues 15 Sales Professionalism 15 E-Selling 16 Linking Sales and Distribution Management 16 Distribution Channels 18 Maximising Customer Service 18 Sales Operations Planning 19 Summary 20 Glossary of Key Terms 21 Conceptual Questions 22 Objective Type Questions 23 Application Questions 24 Reference Notes 24 Case 1.1: PI Foods Ltd.—Managing Sales and Distribution 2. Personal Selling: Preparation...
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...ABSTRACT This case discusses the problems and dilemmas faced by the employees of a leading IT distributor in Malaysia, ECC Berhad. It is a listed company on the Main Market of Bursa Malaysia Securities Berhad on year 2010 and is an associate company of ECC Holdings Limited, a Singapore Exchange main board company – leading ICT distributors in Asia Pacific. This case highlights the problems related to the de-motivation of the employees, especially in Sales Department of ECC Peri Sdn Bhd. As a result, the turnover rate of the employees is increasing and exit interview shows that the employees can’t find any career growth sense in the company. Key words: De-motivation, sales employees, turnover rate, career growth PROLOGUE It was a raining Tuesday, at 5pm, few employees from Sales department gathered at pantry to have a short break before preparing for overtime. It was another month end where everyone was striving for targeted goal set by the management. Everyone was fed up. Kelly: I wonder what time I can go home tonight, my little daughter is still waiting for me to bring her to buy for her school clothes. My husband is persuading me to quit this job again; I am not sure how long I can hold. Winnie: Well, you do not have much to worry. You have an excellent account manager. You have already achieved your monthly target isn’t it? Chloe: Exactly! My team is still far apart from it, but manager, Mr Yoo is still not giving up and pushing us to get more orders by this...
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...UNIVERSITY COLLEGE GHANA FACULTY OF BUSINESS ADMINISTRATION DEPARTMENT OF MARKETING CUSTOMER RELATIONSHIP MANAGEMENT ARTICLE REVIEW: RELATIONSHIP MARKETING AND CUSTOMER LOYALTY: EVIDENCE FROM THE GHANAIAN LUXURY HOTEL INDUSTRY. GROUP 3 MEMBERS THOMAS ATANGA BBAM/ED/122566 ERNEST FIIFI DES-BORDES BBAM/ED/118290 FRANK AMUZU MAWULI BBAM/ED/112043 ESTHER FREMPONG BBAM/ED/120613 DELPHINE AMO-MENSAH BBAM/ED/122735 JOANA KUMI BBAM/ED/122925 ZARATU ISSAKA BBAM/ED/121827 EVANS YEBOAH BBAM/ED/123604 ADIZA ISSAH BBAM/ED/112448 JULIUS ARMAH NII TETTEH BBAM/ED/120608 MERCY ETRUBA ASARE BBAM/ED/122114 INTRODUCTION 1.1 BACKGROUND OF STUDY Acquiring and building relationship with new customers takes time. This effort could be saved by concentrating most efforts on retaining the existing customers. Globally, the use of customer relationship management as a key driver in the sustenance and growth of customer base of businesses. According to Zeithaml and Bitner (2000) relationship marketing is a philosophy of doing business, a strategic orientation that focuses on keeping...
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...and maintaining a positive outlook. Why is the economic concept of scarcity a crucial concept for businesspeople to understand? The economic concept of scarcity is a crucial concept for businesspeople to understand because scarcity creates competition for resources and forces trade-offs on the part of every participant in the economy. First, businesses and industries compete with each other for the resources they need, including materials, employees and customers. Second, given this universal scarcity of resources, businesses are constantly forced to make trade-offs, such as deciding how much money to spend on advertising a new product versus how much to spend on the materials used to make it, or deciding how many employees to have in sales versus customer support....
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...type Marketing Research? You may make suitable/appropriate assumptions to enable you to answer this question fully. Market research exists to guide your business decisions by giving you insight into your market, your competitors, your products, your marketing and your customers. By enabling you to make informed choices, market research will help you to develop a successful marketing strategy. Market research helps you to reduce risks by getting product, price and promotion right from the outset. It also helps you focus your resources where they will be most effective. Generally there are two main types of marketing research-quantitative and qualitative research. We can not say which one is better, for different company or different situation we choose the one most appropriate. Quantitative research focuses on coming up with numbers: for example, what percentage of the population buys a particular product. It is gathered using surveys and questionnaires. You can do simple quantitative research yourself by talking to your customers. Quantitative research is about asking people for their opinions in a structured way so that you can produce hard facts and statistical results, it’s important to survey people in fairly large numbers and to make sure they are a representative sample of your target market. How does it work? For example, a garden center owner might ask, “How often do you buy plants and gardening supplies?” and respondents would have to choose between five...
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... EMMS ICFI – CASE STUDY CHANNEL CONFLICT AT APPLE Researched and developed by Nicolas Bandle EMMS 2016. SDA BOCCONI – ESADE 1. Apple’s retail strategy resulted in a number of resellers filing lawsuits accusing the company of pursuing various unfair, illegal, and unethical business practices: A) Which were the main reasons for channel conflict arising? One of the main reasons for the channel conflict between Apple and its various retailers were the high success and the uniqueness of its products. With the launch of the iMac in mid-1998 the design of its product was not comparable to any PC sold during that time. Moreover, it was the only hardware working with Macintosh software. In contrary, other computer companies such as IBM and Compaq, which had all a similar design were running with Microsoft Windows software. Those PC companies were dependent on their distribution channel to bring their products on the market. With the increasing success of Apple and the release of its iPod in October 2001, a revolutionary music player, the situation for retailers drastically changed. On the one hand, in order to meet consumer demand, it was necessary for retailers to sell Apple products benefiting from a higher in-store customer frequency. In the other hand Apple investing large amount in marketing campaigns, design and innovation was not depend to sell their products through retailers. In contrast, Apple launched its direct sales model in 1997 through their online...
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...Journal of Hospitality Marketing & Management ISSN: 1936-8623 (Print) 1936-8631 (Online) Journal homepage: http://www.tandfonline.com/loi/whmm20 Managing the Distribution Channel Relationship With E-Wholesalers: Hotel Operators' Perspective Eunha Myung , Lan Li & Billy Bai To cite this article: Eunha Myung , Lan Li & Billy Bai (2009) Managing the Distribution Channel Relationship With E-Wholesalers: Hotel Operators' Perspective, Journal of Hospitality Marketing & Management, 18:8, 811-828, DOI: 10.1080/19368620903235837 To link to this article: http://dx.doi.org/10.1080/19368620903235837 Published online: 09 Oct 2009. Submit your article to this journal Article views: 387 View related articles Citing articles: 3 View citing articles Full Terms & Conditions of access and use can be found at http://www.tandfonline.com/action/journalInformation?journalCode=whmm20 Download by: [Computing & Library Services, University of Huddersfield] Date: 16 December 2015, At: 08:17 Journal of Hospitality Marketing & Management, 18:811–828, 2009 Copyright © Taylor & Francis Group, LLC ISSN: 1936-8623 print/1936-8631 online DOI: 10.1080/19368620903235837 Managing the Distribution Channel Relationship With E-Wholesalers: Hotel Operators’ Perspective Downloaded by [Computing & Library Services, University of Huddersfield] at 08:17 16 December 2015 Journal 1936-8631 1936-8623 WHMM of Hospitality Marketing & Management, Vol. 18, No. 8, August 2009:...
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...that sold fortified wines and took a bulk and volume approach, and thus had as one of its main assets its grape resources. Hardy’s on the other hand was a recognized, traditional award-winning brand wine that had marketing expertise and brand recognition. This essentially meant that Hardy had the know-how and innovation while BRL had the funds and resources to implement the ideas. Another reason for the success was the appointment of Steve Millar as CEO of the newly merged companies. Millar’s management placed an emphasis on turning BRL Hardy into a global powerhouse brand by emphasizing the need to decentralize risks and responsibilities while still maintaining the accountability of central management. Steve Millar also took a rational approach by focusing on the Pareto Principle, the law of the vital few (the “80-20” principle), in business. That is, he recognized that 80% of achievements roughly come from 20% of the amount of time and effort spent. He thus decided to focus his operations on getting 80% success with around 20 projects as opposed to 100% success with just one or two. The overall company strategy was also a big reason for the success that occurred post-merger. The company’s central leadership decided to emphasize the majority of their sales in the domestic (Australian) market which resulted in stately domestic bottle share and increasing company profitability. There was also an emphasis on cutting costs and finding ways to improve efficiency such as...
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...that sold fortified wines and took a bulk and volume approach, and thus had as one of its main assets its grape resources. Hardy’s on the other hand was a recognized, traditional award-winning brand wine that had marketing expertise and brand recognition. This essentially meant that Hardy had the know-how and innovation while BRL had the funds and resources to implement the ideas. Another reason for the success was the appointment of Steve Millar as CEO of the newly merged companies. Millar’s management placed an emphasis on turning BRL Hardy into a global powerhouse brand by emphasizing the need to decentralize risks and responsibilities while still maintaining the accountability of central management. Steve Millar also took a rational approach by focusing on the Pareto Principle, the law of the vital few (the “80-20” principle), in business. That is, he recognized that 80% of achievements roughly come from 20% of the amount of time and effort spent. He thus decided to focus his operations on getting 80% success with around 20 projects as opposed to 100% success with just one or two. The overall company strategy was also a big reason for the success that occurred post-merger. The company’s central leadership decided to emphasize the majority of their sales in the domestic (Australian) market which resulted in stately domestic bottle share and increasing company profitability. There was also an emphasis on cutting costs and finding ways to improve efficiency such...
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...not sell their goods directly to the final users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The concept of distribution refers to where and how product and services to be offered for sale and all essential mechanism and logistical supports...
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...CARIBBEAN EXAMINATIONS COUNCIL Caribbean Advanced Proficiency Examination® CAPE® MANAGEMENT OF BUSINESS SYLLABUS Effective for examinations from May-June 2013 CXC A27/U2/13 Published by the Caribbean Examinations Council All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form, or by any means electronic, photocopying, recording or otherwise without prior permission of the author or publisher. Correspondence related to the syllabus should be addressed to: The Pro-Registrar Caribbean Examinations Council Caenwood Centre 37 Arnold Road, Kingston 5, Jamaica Telephone Number: + 1 (876) 630-5200 Facsimile Number: + 1 (876) 967-4972 E-mail Address: cxcwzo@cxc.org Website: www.cxc.org Copyright © 2013 by Caribbean Examinations Council The Garrison, St Michael BB14038, Barbados CXC A27/U2/13 CXC A24/U2/12 Contents INTRODUCTION .................................................................................................................................. i RATIONALE ......................................................................................................................................... 1 AIMS .................................................................................................................................................. 1 SKILLS AND ABILITIES TO BE ASSESSED .............................................................................................. 2 STRUCTURE...
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...CCT 355 E-Business Technologies Division of Labour We have divided up the entire work load into five main stages, with the following break-down: • Analyze: For this part of the report, firstly, each group member studied the case as well as the change primer to get a detailed understanding of the problem at hand. Secondly, each group member has spent time with the game, experimenting with the tactics and their consequences. A key aspect of this component is conducting interviews of the Management. The list of departments interviewed was split up based on the following break-down: Tarek: Administration Department Kevieon: Marketing Timur: Manufacturing, R&D • Plan list of adequate tactics Tarek: Summarize the change primer with additional notes. Timur: roughly break down the list of all available tactics into the 7 stages outlined in the primer. • Implement tactics Kevieon: enter the available tactics into the game in various order. • Evaluate tactics used Collective activity, group discussion of tactics used Interviews Administration Maurice Gagnon - CEO • Very worried about present managerial state • Need a leader • Not happy with Brian • Thinking about coming out of retirement • Company changed a lot since Brian took over • Company may have grown too much • Likes Brians cost containment initiatives • Market has changed • Company should be doing better • Company has great resources • Bit performing as well as competitors • Need action...
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...batch has to works as a team in order to achieve a common goal to complete the module successfully. A team is a formal group established to achieve particular objectives. Teams succeed when members have commitment towards the common objectives, their defined roles and responsibilities and good personal relationships. The effectiveness of a team depends on the size of the team and when it has a clear goal which is to be achieved. According to Tuckman, there are four stages for a development of a team which starts from forming, storming, norming and finally performing. The team GIVVE which works as an organization is currently marching towards their goal successfully. The reason behind the success is the team work. The whole team is divided in to sub groups in terms of departments, the departments are Marketing, Human Resources, Information Technology, Legal and Finance. Every department has its own members and the members were selected according to the skills, knowledge and the interest they have upon the departments mentioned above to make their task easy and effective. And duty of every department is to work as a team and achieve the objectives of the organization effectively and efficiently. Working as a team is much easier than doing a task alone as an individual. New blood and new ideas flows in when planning on events. For example, the team as a whole known as GIVVE had to plan three different events in order to collect funds and donate the funds which is to be raised for...
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