...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 and Process Introduction: The Psychology in Selling 27 Buyer-Seller Dyadic Interaction 28 Buying Decision Process 28 Problem (or Need) Recognition 28 Information Search (or Collection) 28 Evaluation of Alternatives 28 Purchase Decision 29 Post-purchase Behaviour 30 Buying Decision Process of Business Buyers...
Words: 3416 - Pages: 14
...SUPPLY CHAIN MANAGEMENT DESIGNATION PROGRAM MODULE THREE Logistics and Transportation ©Supply Chain Management Association Supply Chain Management Professional Designation Program Copyright © 2013 by the Supply Chain Management Association No part of this material in this manual may be reproduced without the prior written consent of the Supply Chain Management Association. 777 Bay Street, Suite 2701, P.O. Box 112, Toronto, Ontario M5G 2C8 Tel: (416) 977-7111 Fax: (416) 977-8886 Web Site: www.scmanational.ca. Use of this material is restricted to SCMA and its Provincial/Territorial Institutes for the express purpose of delivering the Supply Chain Management Designation Program. No other use is authorized, expressed, or implied. This material must be used in its entirety. © Supply Chain Management Association Supply Chain Management Professional Designation Program Module Three Logistics and Transportation Information and Overview .................................................................................................... IO – 1 General Information ........................................................................................................ IO – 2 Module Overview ........................................................................................................... IO – 4 Module Readings ............................................................................................................ IO – 7 Session and Reading...
Words: 6233 - Pages: 25
...branding through dyadic logistics partnership success (LPS): The case of the Malaysian automotive and logistics industry Nor Aida Abdul Rahman a,⁎, T.C. Melewar b,1, Amir M. Sharif c a b c Universiti Kuala Lumpur, Malaysian Institute of Aviation Technology (UniKL MIAT), Lot 2891, Jalan Jenderam Hulu, 43800 Dengkil, Selangor, Malaysia The Business School, Middlesex University London, The Burroughs, Hendon, London NW4 4BT, United Kingdom Brunel Business school, Brunel University, Uxbridge, Middlesex, UB8 3PH, United Kingdom a r t i c l e i n f o a b s t r a c t Logistics partnerships across dyadic and triadic relationship networks have been the basis of extensive research in the extant literature. It is well understood that competitive advantage within logistics and distribution and within supply chains are driven by value-adding aspects of not only the core competencies of each tier in the network, but also via tangential supporting factors. It is also well understood that there is a strong relationship between logistics and distribution and marketing functions, particularly in product-based organisations. In addition to deepening our understanding of how successful partnerships throughout the source– make–deliver continuum can be optimised, this research also seeks to identify how a supporting element in terms of industrial branding and marketing can lead to relational sustainability. Hence, this paper outlines the relationship between logistics partnership success...
Words: 11932 - Pages: 48
...Reverse Logistics Case study comparison between an electronic and a fashion organization Master’s thesis within Logistics Author: Martin Creutz Fredrik Larsson Tutor: Jönköping Beverley Waugh May 2012 Master’s Thesis in Logistics Title: Author: Tutor: Date: Subject terms: Reverse Logistics Case study comparison between an electronic and a fashion organization Martin Creutz & Fredrik Larsson Beverley Waugh 2012-05-14 Reverse logistics, drivers and barriers, reverse flow, electronic industry, fashion industry Acknowledgements We would like to thank Lars Bergh and Robert Johansson from Elgiganten who have provided us with enormous support and guidance. Their insights are largely reflected continuously in our writings and serve as a solid foundation to this study. We would also like to thank our contact person at the fashion retailer. Special thanks to our supervisor Beverley Waugh. Your comments and opinions were greatly appreciated and taken into consideration. Abstract A large number of organizations that offer products today are experiencing returns; whether it is the return of a book from an online book store, the return of a television to the electronic retailer or a garment to a fashion retailer. How organizations handle product returns (reverse logistics) differs and also how much focuses each organization places on it, because after all; it is extremely difficult to actually make revenue on reverse logistics. Why spend time and money on it? This study focuses on comparing...
Words: 20657 - Pages: 83
...Module description studielast: 30 ects studielast: 30 ects Vermeld de naam van de opleiding Vermeld de naam van de opleiding Leading and Managing Supply Chains Module Code: MLMLMS112 Module Supervisor: P Cadovius Date of Publication: 1-09-2014 Academic Year: 2014 - 2015 Study load: 3 EC Master in Logistics Management Program Leading and Managing Supply Chains Module Code: MLMLMS112 Module Supervisor: P Cadovius Date of Publication: 1-09-2014 Academic Year: 2014 - 2015 Study load: 3 EC Master in Logistics Management Program Table of Contents 1 Educational content 3 1.1 Short outline module 3 1.2 This module contributes to the competency/cies: 3 1.3 Context / interconnection 3 1.3.1 Learning Tracks 3 1.3.2 Relation with other modules/subjects 3 1.4 Entry requirements 3 1.4.1 Starting Level 3 1.4.2 Conditions 3 1.5 Learning outcomes 3 1.6 Compliance 5 2 Assessment 9 2.1 The assignment 9 2.2 Product 11 2.3 Test criteria 11 2.4 Assessment procedure 12 2.4.1 Assessment Methods 12 2.4.2 Fraud & plagiarism 12 3 Working method and support 12 3.1 Module information 12 3.2 Practical information 12 3.3 Teaching method and coaching 13 3.4 Programming and Planning 14 3.5 Literature 16 3.6 Complaints 16 4 Appendices 17 MLM Block 3 19 Educational content Short outline module Leading and Managing Supply Chains is designed to provide students with in-depth knowledge and understanding...
Words: 5418 - Pages: 22
...Research Methodologies in Supply Chain Management Herbert Kotzab ´ Stefan Seuring Martin Mçller ´ Gerald Reiner (Editors) Research Methodologies in Supply Chain Management In Collaboration with Magnus Westhaus With 71 Figures and 67 Tables Physica-Verlag A Springer Company Professor Dr. Herbert Kotzab Copenhagen Business School Department of Operations Management SCM-Group Solbjerg Plads 3 2000 Frederiksberg Denmark hk.om@cbs.dk PD Dr. Stefan Seuring PD Dr. Martin Mçller Supply Chain Management Center Institute of Business Administration Faculty of Business, Economics and Law Uhlhornsweg 26111 Oldenburg Germany stefan.seuring@uni-oldenburg.de martin.mueller@uni-oldenburg.de Dr. Gerald Reiner Vienna University of Economics and Business Administration Department of Production Management Nordbergstraûe 15 1090 Vienna Austria gerald.reiner@wu-wien.ac.at Cataloging-in-Publication Data Library of Congress Control Number: 2005924508 ISBN 3-7908-1583-7 Physica-Verlag Heidelberg New York This work is subject to copyright. All rights are reserved, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilm or in any other way, and storage in data banks. Duplication of this publication or parts thereof is permitted only under the provisions of the German Copyright Law of September 9, 1965, in its current version, and permission for use must...
Words: 69166 - Pages: 277
...Student Assignment Covering Form |Course/Unit Information | |Course |Pearson (Edexcel) BTEC Level 7 – Diploma / Extended Diploma in Strategic Management & | | |Leadership | |Unit No. |Unit 14 | |Unit Name |Strategic Supply Chain Management and Logistics | |Unit code |D/602/2357 | |Batch |I 1501 – SSCML - Sredharran | |Instructor Information | |Name |Sredharran Sampath | |Phone |0529059903 | |Skype | ...
Words: 1781 - Pages: 8
...Reflective Summary As I mentioned to you in my introduction the first day of class, this is my first semester in the Logistics Management Program. I learned that there’s more to logistics than just sending a product from one place to another. It is the part of supply chain management that plans, implements, ad controls the efficient, effective forward and reverse flow and storage of goods, services, and related information between the point of origin and the point of consumption in order to meet customers’ requirements. I learned about the six different types of information systems that can be used in almost every business function and how they might be specifically applied in logistics management. Office automation systems can be applied to process a companies’ personal and organizational business data, to perform calculations, and to create documents. Logisticians tracking their warehouse expenses with the use of spreadsheets allow them to observe where most of your warehousing expenses are coming from. I learned that warehouse cost minimization, which is the act of transporting products from one warehouse to another, at a minimum cost, could be analyzed by the spreadsheet software to reduce warehousing expenses. Another important thing I learned is how valuable the Decision Support System (DSS) is. Within the DSS is an application called warehouse management systems (WMS). With this, you can control inventory management, product receiving, order selection...
Words: 787 - Pages: 4
...Management Tool - Balanced Scorecard The idea of using Balance Scorecard like a tool for management effective development, firstly was introduced by Robert Kaplan and David Norton. They called their operation Balance Scorecard, for stressing balance of this system, which should be measured by system called Scorecard. The meaning of this concept – embodies managers’ view in reality and link strategy with operative activity, and cost factors. Main purpose of BSC – this system connected with business actions, which directed on customer satisfaction and all employees involved in it. BSC have differences from traditional management, which concentrated only on financial data, because this system orienting managers on adequate strategic development. BSC have some usage scenarios • Creating and using strategic plans in aim of strategic management • Using aims for evaluating departments and officials activities • Using aim for evaluating processes and functions of company We can assume that the aims of any company could be increasing profit and capitalization. It is clearly seen this is contradictory. For maintaining optimal balance between this aims, experts should find solution about as far as is necessary to increase profitability and capitalization, and fix this decision in two values. For reaching first aim of company decide to sell more and spend less. For second aim – invest money in new equipment debugging new production, it means...
Words: 1868 - Pages: 8
...opportunities and challenges are totally different and highly industry-dependent. Clearly, the issues facing a hi-tech firm are different than those facing a global consulting firm, software is a different ballgame than textile, etc. "Global operations" can refer to, among others, global sourcing, to having manufacturing or service or R&D facilities world-wide, or to supplying global markets, each of which have very different ramifications: Global sourcing Global manufacturing Global distribution . dealing with foreign . facility location . local content regulations suppliers . coordinating networks . managing global . managing international of plants distribution logistics . coordinating networks . managing risk . managing risk of R&D facilities . operations in other countries Page intentionally left blank. Class: 2a Type: Lecture Supply Chain Management & Service The goal in this part is to introduce the two main sections of the course, international manufacturing and international service. For manufacturing we start with the simple proposition that decisions about our company’s competitive strategy leads to a supply chain strategy which then leads to a supply chain structure. We provide a strategic framework that can be used to analyze design, planning, and operational decisions in a supply chain. This framework focuses on supply...
Words: 6782 - Pages: 28
...CHAPTER III PROBLEM CASE Questions: 1. For such a small company, why is an ERP better than SCM applications? 2. Identify the supply chain segments that the ERP supports, be specific. 3. Relate this case to Porter's value chain and to its competitive model (Chapter 14). Show the ERP's contribution. 4. Enter intuitivemfg.com and report on the capabilities of their ERP product. 5. Relate this case to business planning and strategy. Answer for Question 1 ERP covers the overall processes of the whole organization from front-office to back-office operations. It supports internal supply chain within an enterprise. SCM basically are processes involving bill of materials, manufacturing, inventory, warehousing, and logistics. It support just certain part of internal supply chain. In certain industries, such as manufacturing, freight forwarding, and logistics providers, SCM is a subset of ERP. Therefore, for small companies like NDI, it’s more efficient and effective to implement one system, namely ERP, instead of more SCM systems. Because if a small companies like NDI only implements SCM instead of ERP, they have to expand to another system such as HRM (Human Resources Management), FM (Financial Management), and PB (Planning and Budgeting), if the company’s demand of business process is exceeding the system that supports it. Furthermore, ERP software support several functionalities for SCM, and small companies like NDI could choose which functionalities they would like...
Words: 780 - Pages: 4
...Dissertations from the International Graduate School of Management and Industrial Engineering, IMIE No.93, Licentiate Thesis Linköping Studies in Science and Technology Thesis No. 1180, LiU-TEK-LIC 2005:35 Logistics Collaboration in Supply Chains – A Survey of Swedish Manufacturing Companies Erik Sandberg Logistics Management Department of Management and Economics Linköpings universitet, SE-581 83 Linköping © Erik Sandberg, 2005 LiU-Tek-Lic-2005:35, Thesis No. 1180 ISBN: 91-85299-80-4 ISSN: 0280-7971 ISSN: 1402-0793 Printed by: UniTryck, Linköping Distributed by: Linköpings universitet Department of Management and Economics SE-581 83 Linköping, Sweden Tel: +46 13 281000, fax: +46 13 281873 Abstract The purpose of this thesis is to describe logistics collaboration in supply chains. During the past two decades, a new trend towards integration and collaboration in supply chains has been recognised among researchers as well as among business practitioners. This philosophy is called supply chain management and has received enormous attention in logistics research. Collaboration based on supply chain management is expected to reduce total cost and improve service towards the supply chain’s end customers at the same time. The argumentation in existing literature is however seldom underpinned by more rigorous empirical material and becomes therefore conceptual and superficial. Furthermore, it is incongruous about what actually is done when companies collaborate and...
Words: 54358 - Pages: 218
...EVENT MANAGEMENT HANDBOOK 1 Background This handbook has been developed by a team of staff from partner institutions including Varna Free University “Chernorizets Hrabar” VFU (Bulgaria), Fundacion Universidad Empresa Region De Murcia (FUERM), Spain, Klaipeda Business and Technology College (KBTC), Lithuania and Liverpool John Moores University, United Kingdom. Each has taken advice and guidance from both academic and industrial bodies in the development of such. The handbook assists with the updating and development of staff involved in the Organisation, Planning and Implementation of Events. Authors: Asta Beloviene is a Dean of Business Faculty has great experience in management of education process, communication between different levels of training and social partners. Remigijus Kinderis is a Lecturer of Tourism Administration Department, Director of the hotel “Pajuris “ in Klaipeda, author of various tourism feasibility studies and projects. Phil Williamson (FHEA, MSc Events, Cert Ed, DMS, BA) is a Senior Lecturer in Events Management. 12 years experience of delivering to undergraduate, postgraduate, industry. Phil’s practitioner experience was with leading UK commercial event organisations. Tilcho Ivanov (Prof. Dr is a Professor in Branch Economics and Management and Economic Analysis at the University of National and World Economy and Varna Free University “Chernorizets Hrabar”. He has more than 30 years of experience in different economic sectors. Carmen Anton Ortin...
Words: 23348 - Pages: 94
...Kimberly Clark – Lean Logistics June 25, 2012 Executive Summary Organizations in today’s economy often include cost control or reduction in their overall strategies. Logistics is an area of increasing focus where internal and external costs affect the margins and customer demands require excellence of service. In distribution, selective, exclusive and intensive are three primary channels in which an organization must determine the best option in relation to products and customers. The Kimberly Clark Company provides an excellent example for today’s organizations with “a customer-oriented supply chain reorganization begun more than four years ago, K-C is improving distribution efficiencies, reducing transportation costs and shrinking its carbon footprint, while becoming an indispensable partner to retail customers” (Jamison, 2008, para.3). Technology and the Supply Chain Continuous advancements in technology offer new solutions to old problems in supply chain management as well as placing focus on the current needs of distribution in global markets. Real-time locations systems (RTLS) are among emerging technologies where “RFID is no longer considered an emerging technology. It is a proven solution with high value add and an increasingly attractive ROI, said Michael Liard, Director, AutoID for VDC Research Group.” (Zebra Technologies, 2012). Technology plays an important role in distribution where retail customers focus on inventory reduction...
Words: 2784 - Pages: 12
...2012/2013 | | Global Supply Chain Management MO0255 | S01 | Week | Lectures | Lecture Topic | Seminar | Recommended Reading | Directed study | 1 | Lecture 1 | Module Introduction | Making the groups of 4-5 studentsCase Study ReviewIntroduction to operation management (Operation Objectives in the Penang Mutiara Hotel) | Slack, N. (2010), sixth Edition, Chapter 2 | -Reading the TLP carefully-Reading stipulated chapters 1, 2 and 3 of the Slack, N. (2010). | | Lecture 2 | Introduction to Global Supply chain and management | | Slack, N. (2010), sixth Edition, Chapter 13 | -Evaluate the supply chain performance in “Siemens”-Evaluate the global sourcing policy within “Levi Strauss” | 2 | Lecture 1 | SC Performance measurement | Case Study ReviewGlobal Supply Chain managementSupplying Fast Fashion (C13, Slack) | Slack, N. (2010), sixth Edition, Chapters 13 & 17. | -Evaluate the SCOR model and its application in BP, Shell, Siemens AG. | | Lecture 2 | Supplier Development | |...
Words: 3348 - Pages: 14