...the number of building plans being approved. It may be argued that if more building plans are approved there will be more work for the construction industry and therefore less companies in the construction industry being liquidated. The question therefore is: Is there a significant correlation between the number of building plans being approved and the number of companies in the construction industry being liquidated? For ease of reference “Building Plans” will mean the number of building plans being approved and “Liquidations” will mean the number of companies in the construction industry being liquidated. DATA AND HYPOTHESES All data used in this assignment was obtained from Statistics South Africa (http://www.statssa.gov.za/timeseriesdata/excel_format.asp) and extracts thereof are provided in table format in Appendix A. The time period under evalution is January 2000 to October 2011. The raw monthly data was used. The null and alternative hypotheses are: H0: There is no significant linear relationship between Liquidations (dependent variable) and Building Plans (independent variable). H1: A significant linear relationship exists between Liquidations and Building Plans. RESULTS AND DISCUSSION 1 Description of data Excel was used to calculate descriptive statistics for the Building Plans and Liquidations. The results are as follows: |Liquidations |Building Plans ...
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...Personal Selling & The Marketing Concept Personal Selling - A Definition and a Philosophy Personal Selling is a process of developing relationships; discovering needs; matching the appropriate products with these needs; and communicating benefits through informing, reminding, or persuading. The development of a personal selling philosophy for the information age involves three prescriptions: 1) Adopt marketing concept. 2) Value personal selling. 3) Assume the role of a problem solver or partner in helping customers make buying decisions. Personal Selling as an Extension of the Marketing Concept When a business firm moves from a product orientation to consumer orientation, we say that it has adopted the marketing concept. This concept springs from the belief that the firm should dedicate all of its policies, planning, and operation to the satisfaction of the customer. Promotion can be further subdivided into advertising, public relations, sales promotion, and personal selling. Personal selling is the major promotional method used in business. Evolution of Consultative Selling Consultative selling emphasizes need identification, which is achieved through effective communication between the salesperson and the customer. The salesperson establishes two-way communication by asking appropriate questions and listening carefully to the customer's responses. The salesperson assumes the role of consultant and offers well-considered recommendations...
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...Managing Profitable Customer Relationships Learning Objectives After studying this chapter, you should be able to: 1. Define marketing and outline the steps in the marketing process 2. Explain the importance of understanding customers and the marketplace, and identify the five core marketplace concepts 3. Identify the key elements of a customer-driven marketing strategy and discuss the marketing management orientations that guide marketing strategy 4. Discuss customer relationship management, and identify strategies for creating value for customers and capturing value from customers in return 5. Describe the major trends and forces that are changing the marketing landscape in this age of relationships 1-2 Chapter Concepts 1. 2. 3. 4. 5. 6. 7. 8. What Is Marketing? Understanding the Marketplace and Customer Needs Designing a Customer-Driven Marketing Strategy Preparing an Integrated Marketing Plan and Program Building Customer Relationships Capturing Value from Customers The New Marketing Landscape So, What Is Marketing? Pulling It All Together 1-3 What Is Marketing? Marketing Defined Marketing is the process by which companies create value for customers and build strong customer relationships to capture value from customers in return 1-4 What Is Marketing? The Marketing Process 1. 2. 3. 4. 5. Understand the marketplace and customer wants and needs Design a customer-driven marketing strategy Construct a marketing plan that delivers superior value...
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...1.0 Project Plan Overview 1.1 Description of the Project Remington Peckinpaw Davis leadership team, eRPD oversight committee and IT department have different ideas about what should be most important to the company while fixing problems with the software. The vested groups will work towards resolving the issues with eRPD and embarking on a marketing campaign to save the company’s reputation. 1.2 Problem/Result Statement Members of the Remington Peckinpaw Davis oversight committee do not recognize the importance of contributions from each team member within the eRPD process. The power struggle led to faulty planning for the installation of the eRPD program. RPD can fix problems with the eRPD system by developing and following a baseline for the project. 1.3. Mission Justification The project relates to the mission and goals of Remington Peckinpaw Davis by establishing detailed guidelines for the solving problems with eRPD and for use with future projects. 1.4 High-Level Scope Project Objective To fix the problems with eRPD, establish both a work breakdown structure and organizational breakdown to prevent incurring the same obstacles with future projects. Deliverables • Revamping eRPD to satisfy customers • Team building exercises to strengthen the relationship amongst the three teams • Marketing campaign designed to explain how the company has resolved the software issues. Milestones: • Team Building for Technical team and eRPD oversight committee- July...
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...Chapter One Marketing: Creating and Capturing Customer Value Chapter 1- slide 1 Creating and Capturing Customer Value Topic Outline • • • • • • • What Is Marketing? Understand the Marketplace and Customer Needs Designing a Customer‐Driven Marketing Strategy Preparing an Integrated Marketing Plan and Program Building Customer Relationships Capturing Value from Customers The Changing Marketing Landscape Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 2 What Is Marketing? Marketing is a process by which companies create value for customers and build strong customer relationships to capture value from customers in return Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 3 What Is Marketing? The Marketing Process Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 4 Understanding the Marketplace and Customer Needs Core Concepts • • • • • Customer needs, wants, and demands Market offerings Value and satisfaction Exchanges and relationships Markets Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 5 Understanding the Marketplace and Customer Needs Customer Needs, Wants, and Demands Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 6 Understanding the Marketplace and Customer Needs • Market offerings are some ...
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...Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 1 Creating and Capturing Customer Value Topic Outline • • • • • • • What Is Marketing? Understand the Marketplace and Customer Needs Designing a Customer-Driven Marketing Strategy Preparing an Integrated Marketing Plan and Program Building Customer Relationships Capturing Value from Customers The Changing Marketing Landscape Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 2 1 11/06/2014 What Is Marketing? Marketing is a process by which companies create value for customers and build strong customer relationships to capture value from customers in return Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 3 What Is Marketing? The Marketing Process Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 4 2 11/06/2014 Understanding the Marketplace and Customer Needs Core Concepts • • • • • Customer needs, wants, and demands Market offerings Value and satisfaction Exchanges and relationships Markets Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 5 Understanding the Marketplace and Customer Needs Customer Needs, Wants, and Demands Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 1- slide 6 3 11/06/2014 Understanding...
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...transactions between businesses, such as between a manufacturer and a wholesaler or between a wholesaler and a retailer” (McCleave, 2010, para. 4). In addition, an example of B2C is Cisco offering “several home entertainment solutions, including wireless capabilities for music, printing, video, and more (Kotler & Keller, 2012, p. 57)”. There are a few difference between B2B and B2C as it relates to a corporation marketing and building their brand. For example in a B2B relationship a corporation can build a relationship with another business better than it can build a relationship with a consumer. Cisco build relationships with other corporations in order to increase the business knowledge of their products. Cisco benefitted from building these relationship because it help them to grow and become successful. “Cisco developed partnerships with Sony, Matsushita, and US West to co-brand its modems with the Cisco logo in hopes of building its name recognition and brand value” (Kotler & Keller, 2012, p. 57). A corporation brand awareness for a B2C relationship is to increase the consumer awareness of the products. Once awareness is increase the corporation is hoping more consumers will purchase the product. “With its entrance into the consumer market, Cisco has had to develop unique ways to connect with consumers” (Kotler & Keller, 2012, p. 57). Cisco Connected Sports is being used in sports stadium throughout the United States. Fans can experience “the ultimate fan experience...
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...Introduction 3 I. Understanding healthy relationship between employer and employee 3 II. Tips for building relationship 4 III. Barrier of building good relationship between employer and employee 5 IV. Nurturing and growing good relationship 6 Conclusion 8 Referencing 9 INTRODUCTION A man skillful in relationship building perpetually gets position in societies, workplaces, and any other places than those who lack of the skills. Many think of trying to build it as a waste of time and effort. However, that it is actually manageable to establish healthy relationship merely by knowing the secret factors and practicing them consistently. The scope of this term paper will cover the importance of good relationship and tips to abstain and follow in building the skills and finally the last chapter will present factors of nurturing and growing relationship. This term paper will mainly focus on convincing the readers to realize the importance of building healthy relationship and awake to explore more and enhance more skills for the benefits at their workplace. 1. UNDERSTANDING HEALTHY RELATIONSHIP BETWEEN EMPLOYER AND EMPLOYEE In a way of simply stating, all human beings of whatever age, whichever caste or position, whichever sex crave for and certainly need social contact or relationship to be interdependent upon one another. Through having mutual social contact, a number of our down-points can be sorted out and resolved. On the other hand...
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...MBA 5501-12K-2, Advance Marketing UNIT I CASE STUDY Question/Prompt: How is building a brand in a business-to-business context different from doing so in the consumer market? Building a brand is important to both business-to-business (B2B) and business-to-consumer (B2C) market. Many people think brand building, a marketing activity, is the same in both market, you are still marketing to people. The difference is the nature of the transaction. Buying a product for yourself and buying one for your company are very different process, very different emotional experience. In B2B market, the goal of any transaction is to help the company to stay profitable, competitive and successful (Murphy, 2008). When the purchase affects a company’s operation, the risk of a wrong decision is so high that they need to trust the brand even before they study the specification of the product. According to Overby (2014), a contributing writer of CMO.com, when she interviewed senior vice president of Newark Element14, what the prospects care about the most is that how well the seller understands their needs, their difficulties and how fast and how well this seller’s solution can solve. In other words, to gain trust, the seller has to show the prospects that they know their business, their needs, and their industry. All these only can be done in a long-term relationship building process and “after all, B2B purchaser are buying the supplier along with the product or service” (Donaldson & Rominger, 2009...
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...A business, also known as an enterprise or a firm, is an organization involved in the trade of goods, services, or both to consumers.[1] Businesses are prevalent in capitalist economies, where most of them are privately owned and provide goods and services to customers in exchange for other goods, services, or money. Businesses may also be not-for-profit or state-owned. A business owned by multiple individuals may be referred to as a company. The etymology of "business" stems from the idea of being busy, and implies socially valuable and rewarding work. Business can refer to a particular organization or, more generally, to an entire market sector, e.g. "the music business". Compound forms such as agribusiness represent subsets of the word's broader meaning, which encompasses all activity by suppliers of goods and services. cognition and Motivation Important for High Performing Employees TooEmployee engagement isn’t just about the low performers. In the TLNT article, “3 Tips on How to Best Engage a High Performer” we re given some insights into the need to keep high performers involved and motivated. High performers also need a connection to the purpose of the work they perform for their organization. As the article shares: In fact, a 2013 Leadership IQ study found that in almost half of organizations middle and low performers are actually more engaged than high performers. This was based on key findings that showed high performers’ efforts largely going unrecognized while...
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...demands. Global vs. Nation Account Management Global account management (GAM) emerged as a plan or process of relationship focusing on future of global client’s major demands, and understands them towards to increasing the return on company’s and stakeholders’ investments. Then companies must gain proper perceive of their customer’s demands, and tailoring their approach according to their customer’s needs (Woodburn & McDonald, 2011, pp.5-7). Nation or domestic account management implies on delivering service or serving the demands of consumers that are located in a nation or region; on the other hand, global account management is refer to delivering services or serves the customer’s demand throughout the world. Accordingly multinational companies needs to adopt larger accounts based on their multiple locations around the world while domestic or nations companies doesn’t needs to (Honeycutt et al, 2003, p.102). Then it is obvious that GAM’ faces larger and more sophisticated challenges, and in compare to domestic account management needs a greater degree of involvement, and an advanced level of ability for companies to co-ordinate at multiple organizational levels and across the country markets where they operating business. The Key Role of Relationship Regarding the second part of the question, according to my experiences and research, after extensive consideration, relationships are...
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...a man recognised for his architectural efforts, his work as the Third Reich’s Armaments minister and his relationship with Adolf Hitler. Before joining the Nazi party Albert Speer was a privileged German man who held Germany’s best interest close to his heart. Hitler’s oratory power lured Speer into the party. After joining the NSDAP Speer’s reputation grew as he was able to cultivate relationships with the right people. These relationships proved to be the foundations of Speer’s prominence as well as his successful career. His disregard for politics was annulled by the hard working and innovative nature of his practice. His inventive and earnest disposition is what brought him further up the ranks into Adolf Hitler’s inner-circle. Speer’s rise to prominence in the Nazi Party was seemingly instantaneous and fortuitous yet concurrently a rise which consisted of ample effort. Speer was raised in an upper middle class family, which meant extreme luxury and comfort in the early 20th century. Due to his family’s wealth, he was fortunate enough to enjoy the privileges of car ownership, meaning that during his early Nazi career he was used mainly as a driver. Throughout this time Speer had maintained an important...
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...Chapter 2- Evolution of Selling Models that Complement the Marketing Concept May-14-14 11:57 AM Marketing Concept- a philosophy that says the firm should co-ordinate all its activities to satisfy its customers whole achieving its own goal Marketing Mix- a set of controllable, tactical marketing tools that consists of everything the firm can do to influence the demand for its product. These can be organized into four sets of variables; product, place, promotion, price Consultative Selling- an approach to personal selling that is an extension of the marketing concept. Emphasis is placed on need identification, need satisfaction, and the building of a relationship that results in repeat business Transactional Selling- a sales process that most effectively matches the needs of the value-conscious buyer, who is primarily interested in price and convenience The major features of consultative selling are as follows; 1. The customer is seen as a person to be served, not to be sold a. NEED DISCOVERY 1. The buyers needs are identified through two-way communication (key for sales person to learn about the needs of the consumer as much as possible) a. SELECTION OF THE SOLUTION 1. Helping the buyer make an informed and intelligent buying decision adds value to the sales process a. NEED SATISFACTION PRESENTATION 1. Emphasizes service at every phase of the personal selling process a. SERVICING THE SALE The Evolution of Strategic...
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... we have identified the following (Kirby, Goodpaster 2007). We aspire to be the most admired and valuable company in the world. Our goal is to enrich our customers' personal lives and to make their businesses more successful by bringing to market exciting and useful services, building shareowner value in the process (ATT 2006). The island of kava is known for its coffee farms and child labor. This island does not have child labor laws and a horrible educational system. The government and other local influential business are interested in having our company expand into their country. One of the main reasons for the govenment seek out our company is for our reputation as a successful and strong company. Out company gives back a percentage of our profit to the local community for education reducing child labor, building schools. Our company pays the staff higher wages with a strict understanding that the children of our employees will not be working in our company until they have a high school diploma or equivalent The government has agreed to subsidize some of the cost of building our plant in their country and to deal with the natural disasters we have designed the building with underground shelters that double as the cafeteria....
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...In order to be an effective teacher and ensure my classroom will facilitate learning I must have a good classroom and behavioral management plan. Since I currently do not have a classroom I will base my management plan on what I observe and read. Harry Wong’s book and the Love and Logic program are excellent resources for classroom and behavioral management information. I find their information very helpful when implementing my own rules and plans. The Love and Logic plan places emphasis on establishing good relationships with each student. By applying this program teachers can build relationships that will be beneficial to students as well as teachers. Harry Wong’s book instructs teachers how to execute procedures and rules through organization....
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