...Corporation 1) What is direct selling? • Direct selling is face-to-face selling away from a fixed business location. Direct selling is a form of non-store retailing. Direct selling firms do very little advertising. The majority of direct selling firms are small, privately owned firms created and operated by entrepreneurs, many of whom often want a low public profile. 2) How would one respectively characterize CUTCO Corporation and Vector Marketing Corporation? • Vector Marketing Corporation are direct sales firms that market Cutco Cutlery, a line of kitchen cutlery, accessories and sporting knives of the highest quality. A Pennsylvania corporation with its administrative offices in Olean, NY, Vector is a wholly owned subsidiary of CUTCO Corporation, which has been Manufacturing Cutco Cutlery for 61 years. Handcrafted in the United States of the finest materials, Cutco products have a Forever Guarantee that protects the consumer investment. As the sole distributor of Cutco, Vector has offices across the United States and Canada. Cutco is steady growing company that reaches a large segment of the world either through websites or television commercials. Vector annual sales are over $209 million dollars. Currently Vector has over 200 offices in the U.S. and Canada. • Vector Marketing Corporation belongs to the Direct Selling Association, whose members are leading companies engaged in direct selling in the United States. All DSA...
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...HANSON CANADA PROFESSIONAL SELLING SAMPLE OF QUESTIONS 1) Many studies dealing with incomes earned in the business community tell us that: A) salespeople earn significantly higher incomes than most other workers in the business communitY. B) salespeople earn siigntly less than other workers in the business community. C) salespeople earn about the same income as other persons in the business communitY. D) there are no relevant studies that link income and the salesperson. Answer: A ' 2) Which of the following statements accurately describes a career in selling? A) salespeople generally do not have good job security Bi salespeople have numerous opportunities to advance to middle-management ranks C) salespeople generally have lower incomes D) salespeople have limited opportunities for advancement Answer: B 3) ln sales, CSR stands for: A) Computer Sales Representative. B) Customer Service Representative. C) Customer Satisfaction Representative. D) Competitor Status Rating. Answer: B 4) All of the following describe a category of sales personnel in the field of manufacturing excePf: A) rack jobber. B) sales engineer, C) field salesPerson. D) detail salesPerson. Answer: A 5) All the following statements regarding careers in personal selling are true except: A) Sales careers can provide above-average psychic income. ei fne skills and knowledge needed to achieve success in the various selling careers vary greatlY. c) salespeople today have many...
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...Achievement of Goals and targets - Planning & Implementation to achieve the targets(With reference to 1.2): Earlier in 1st week I was assigned to meet 2 retailers but I meet only one so this time I meet another retailer , to know the total time of presence of the owner in the shop ,and the sales man product information. The sales man difficulties in selling a product , and to stay near the fertilizers shop for two hours and to discuss the with the customers about the level of service. Place – Jankia Shop no – 112 Name of shop – maa Lakshmi fertilizers Opening time of shop – 10:00 am closing time of shop – 8:00 pm Owner – SRI SUBRAT BEHERA Sales man- AJIT SAHOO Owner information on product-98% Salesman information on product-85% The place was more like town area so the shop open at 10:00 am and closes little bit late 2hrs late Difficulties faced by sales man in selling a product 1.The product information of salesman is 85% , this helps him more to sell his product . I asked certain question to sales man and out of 10 he was able to answer 8 questions. 2.The customer to this shop are both farmers and small retail shop. The shop is making good business and his owner is one of the member of markfed. Discussion with farmers I stayed near the shop for 3 hrs and meet 4 farmers .Most of the farmers don’t have direct contact with the shop , but the...
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...is direct selling? Direct selling is the sale of a consumer product or service, person-to-person, away from a fixed retail location, marketed through independent sales representatives who are sometimes also referred to as consultants, distributors or other titles. Direct sellers are not employees of the company. They are independent contractors who market and sell the products or services of a company in return for a commission on those sales. There are several well know direct sales companies for example, Mary Kay, Avon, and Lia Sophia. Seventy percent of direct selling takes place in a residence. Around sixty five percent takes place on a face-to-face basics. Party Plans is also a popular form of direct selling, with around twenty eight percent of directing selling is through group sales. 2.) How would one respectively characterize CUTCO Corporation and Vector Marketing Corporation? Vector Marketing is a multi-level marketing group which builds its work force through advertising via newspapers, direct marketing, word-of-mouth, posted advertisements, letters and various mediums on the internet. Their fliers advertising "student work" are a common sight in many high schools and college campuses across the United States and Canada. Students are hired to market Cutco products (mainly kitchen knives) to customers, typically their friends and family members via one-on-one demonstratio 3.) How is CUTCO cutlery marketed? CUTCO is marketed through direct selling to enable...
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...important business sector of the overall furniture industry, which is divided into three major categories: 1) upholstered, 2) wood, and 3) read-to-assemble and casual furniture. Of these three, wood furniture makes up 40 percent of the total furniture sales. The different types of wood furniture include dressers, tables, bedroom and dining room suites, with bedroom and dining room furniture being the majority of sales. In terms of position, Haverwood is not ranked in the top 25 manufacturers which account for over half of the country’s furniture sales. They are a medium to high-priced manufacturer and sell through 1000 high-quality department stores and independent furniture specialty stores nationwide. They are very selective in choosing retail outlets to mirror their products, so they are more of a niche company, and do not sell to the typical chain stores. 2. Consumer purchases. Consumers generally make furniture purchases when they buy a new house and the types of consumers who buy furniture are those with a higher level of disposable personal income. This is due to wood furniture being more expensive than other types of furniture and it is normally sold in sets (i.e., dining room table and chairs). Consumers with less disposable income will more often defer such pricey purchases or buy less expensive, less quality furniture to meet their family needs. Age is also a factor in consumers’ purchase of furniture. For example, as Exhibit 4 in our text show, the younger and...
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...relationship between marketing and the fundamental theory of exchange, one must define the two separately to know the benefit of them together. The Merriam-Webster dictionary defines marketing “as the process or technique of promoting, selling, and distributing a product or service.” (1) With any business, one must have this skill to be able to promote the goods or service that they wish to sell to the public. In relation to the fundamental theory of exchange an article written by a grad student from Illinois State University wrote about the fundamental theorem of exchange, "One of the most important principles of economics is the Fundamental Theorem of Exchange: ... trade is mutually beneficial. Voluntary exchange increases [net benefits] for all parties involved." (2) For one to have a truly successful relationship between these two they need to have an understanding on what they are selling. The worst thing a consumer wants when they go to a store or shop is for the salesman helping them to not know anything about what they are talking about. With being in retail for the majority of my life I have come to know that just a small portion of consumers know what they want when they walk into a store. It is the job of the salesman to use his, “promoting, selling, and distributing” skills to be able to secure a successful transaction of exchange between the consumer and the store. But it is not only important to take care of the consumer that one time but if you developed a successful...
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...produced US$14 billion dollars. Shampoos and conditioners accounted for 81% of hair care sales or estimated US 11.34billion (.81x$14b). Branded and packaged shampoos and Cons capture small amount of market place. Competitors and marketing practices 1. 40 competitors – multinational brand firms and local Indian brand firms: 10 companies captured 77.4% category sales Market leader Hindudin Unilever Direct sellers (Amway india, avon, mark kay) account 3.6% of sales Differentiation based on: * Formula * Product benefits shampoo – unilever sell cosmetic, dandruff and damaged hair and conditioners for each shampoo. * Pricing: l’oreal uses prestige, Hindustana uses mass mkt pricing Retail channels – supermkts, drug, deptment and mass merchandise stores are dominant channel for selling 96.4% sales. 2. How would you assess the “fit” of a hair care product line with Mary Kay’s offering in India? How consistent is hair care line with Mary Kay’s current offerings? - MK sells skin caar and colour cosmetics for everyday use, sells frangrance sold through independt sales reps - shampoo and conditioners are not everyday products in India MK doesn’t sell a hair product. 2 tries to launch hair care in US and EU failed - MK has 4000 beauty consultants present in 200 Indian cities + regional distribution and beauty centres - harid care line introduction need mktg fixed cost of $713000: 650000 develop place ads, copy website design and PR + $55000 sales training Does MK have resrouces...
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...Running Head: GENDER AND IDENTITY You Decide SOC350: Cultural Diversity in the Professions You Decide One of the duties of being a human resource manager at Fortune 500 Company is being in charge of hiring a new sales consultant for the fiber optics division that will be capable of selling the latest fiber optics to leading wireless manufacturers of five key companies. The potential candidate must be articulate, sophisticated, and knowledgeable about fiber optics, flexible to travel, and work after hours. Out of all the potential candidates that have applied and the person I chose to hire is Jyoti, the Manager of Wireless Retail Store. I would do so because she has all the qualifications and experience needed to improve sales at Fortune 500. Jvoti shows great improvement and advancement in her last job position by starting in assisting in sales to managing a wireless phone company’s regional sales. She demonstrated self-initiative skills in regards to management and raising sales by 60%. The position requires traveling and Jvoti being single, is able to work long hours as well as travel to improve the revenue at Fortune 500. Her gender did not play a role in the deciding factor to hire her, only her experience and skills. She portrays herself, as a fast learner and gender discrimination does not impose any issues within the company’s policies (Lecture, 2012). The final aspect for deciding to hire Jvoti is the much experience in managing wireless phone companies...
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...SUPPLY CHAIN INVENTORY MANAGEMENT SUBMITTED BY A CASE STUDY OF BARILLA SpA. Table of Contents 1. Executive summary 2. Body of the repot 3. conclusion Executive Summary Barilla SpA is the case study that I will be examining in this paper presentation. I will be looking critically into some of the issues why the Just-in-time-distribution (JITD) program that was proposed by Brando Vitali who had served as Barilla’s directors of logistics before Maggiali had met a strong resistance both from the distributors and the sales and marketing organization. Vital had proposed rather than follow the traditional practice of delivering product to Barilla’s distributors on the basis of whatever orders those distributors placed with the company, Barilla’s own logistics organization would instead specify the appropriate delivery quantities –those that would more effectively meet end-consumer’s needs yet would also more evenly distribute the workload on Barilla’s manufacturing and logistics system. Was this program necessary at this time? Is it that both the distributors and sales and marketing organization do not understand the benefits of the program? Do they see it as a program that will distort all what they passive to be running smoothly? Should this program have been introduced at this time? Who stands to gain from this program? Will this program actually reduce cost from logistics as envisaged by Vitali? Will this program address the thinning margin that is being...
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...focuses on footwear, while indirect competitors such as MANGO, TOPSHOP and more focuses more on their apparels and overall products. HENCE products such as shoes, handbags, wallet, sunglasses and accessories are all placed in the middle of the diagram because all these brands are selling the same thing. This is the Quickview of the competitive comparison table. Next will be the important competitive conditions within the overseas marketplace: Firstly, the demographics of the countries which Lee Ping has elaborated on earlier, next will be the Gov legal laws such as restrictions, fashion law etc. Followed by the number of key competitors and pricing factors which are also mentioned earlier and lastly the innovatively of the products. Next will be the market size which consist of the Potential growth of Turkey’s market. Turkey accounts for 1.6% of e world’s total footwear production They are the second largest in Europe after Italy. Turkish footwear holds a Strong position among exporters of high quality fashion goods. Lastly no. of shopping centres in Turkey is on the increase which will bring in crowds and traffic. Moving on to the estimated industry sales, the total volume of Turkey’s retail sector increased from US$70B in 2005 to US$187B in 2010. This is expected to reach US$250B by 2014. Lastly, for the Estimated sales of the product for the planning year, Charles & Keith plans to sell a moderate range of 150,000 units/year, an increment of 25% during promotion and...
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...that involves advertising which only a few people that are in a marketing group at a corporation. But as we are going to find out marketing is so much more with different layers and involves more than a small group of people. Defining Marketing “Marketing is the performance of activities that seek to accomplish an organization’s objectives by anticipating customer or client needs and directing a flow of need-satisfying goods and services from producer to customer or client.” (Perreault, Ph.D, Cannon, Ph.D., & McCarthy, Ph.D., 2011, p.). Another definition comes from a web source and states that marketing is the buying and selling of a product but goes into detail saying that marketing is the total of activities involved in the transfer of goods from the producer or seller to the consumer or buyer, including advertising, shipping, storing, and selling (Dictionary.com, 2013). Importance of Marketing Based on the definitions we can see...
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...One of the duties of being a human resource manager at Fortune 500 Company is being in charge of hiring a new sales consultant for the fiber optics division that will be capable of selling the latest fiber optics to leading wireless manufacturers of five key companies. The potential candidate must be articulate, sophisticated, and knowledgeable about fiber optics, flexible to travel, and work after hours. Out of all the potential candidates that have applied and the person I chose to hire is Jyoti, the Manager of Wireless Retail Store. I would do so because she has all the qualifications and experience needed to improve sales at Fortune 500. Jvoti shows great improvement and advancement in her last job position by starting in assisting in sales to managing a wireless phone company’s regional sales. She demonstrated self-initiative skills in regards to management and raising sales by 60%. The position requires traveling and Jvoti being single, is able to work long hours as well as travel to improve the revenue at Fortune 500. Her gender did not play a role in the deciding factor to hire her, only her experience and skills. She portrays herself, as a fast learner and gender discrimination does not impose any issues within the company’s policies (Lecture, 2012). The final aspect for deciding to hire Jvoti is the much experience in managing wireless phone companies and that she raised revenues 60% last year in her previous position. This statistic shows Jvoti’s perseverance and...
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...Question 1: -When sales are disappointing, Marketing blames the sales force for its poor execution of an otherwise brilliant rollout plan. -The sales team, in turn, claims that Marketing sets prices too high and uses too much of the budget, which instead should go toward hiring more salespeople or paying the sales reps higher commissions. -Sales departments tend to believe that marketers are out of touch with what’s really going on with customers. -Marketing believes the sales force is myopic—too focused on individual customer experiences, insufficiently aware of the larger market, and blind to the future. undervalues the other’s contributions. -they were out of sync. -Sales cycles are shorter, market-entry costs go down, and the cost of sales is lower. -EX: IBM – Channel Enablement: Sales and Marketing operated independent of one another: +Salespeople worried only about fulfilling product demand, not creating it. +Marketers failed to link advertising dollars spent to actual sales made. * So Sales obviously couldn’t see the value of marketing efforts. +Marketing’s new product announcements often came at a time when Sales was not prepared to capitalize on them. * Because poor coordinated. Summarize based on Research: -The marketing function takes different forms in different companies at different product life-cycle stages. -The strains between Sales and Marketing fall into two main categories: economic and cultural (HOW?) -It’s not difficult...
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...Executive Summary My decision for this case is to implement the Just-In-Time Distribution (JITD) system that was proposed by his predecessor Brando Vitali. This system is entirely different from the existing set up and is being opposed by both the distributors and Barilla’s Sales and Marketing Department. Barilla Spa, an Italian pasta manufacturer, is experiencing amplified levels of inefficiencies and rising costs due to variability in demand from its distributors. In order to bring things back and to improve its margins. I have studied the reasons for this opposition by several facts and have suggested recommendations. I suggest that in order to condense the Bullwhip effect being experienced by Barilla, their supply chain would have to be centralized. I have given my rationale for the JITD system to work and have suggested recommendations to resolve all existing issues. I think that a centralized supply chain with Barilla controlling the orders will result in better margins for all the partners. I also believe that by following my recommendations, Barilla will succeed in influencing its distributors and Sales personnel to work together and implement the JITD program. This will not only result in better performance in terms of time and money but also promote trust and good relations among all the partners in the supply chain. 2. Identification of the problem Barilla is suffering from what is known as Bull whip problem- high inventory, -magnification of demand variability...
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... 1980-1981 University of Minnesota Graduate Studies Program Public Administration EMPLOYMENT: 1982-1983 City of Minneapolis Planning & Zoning Department-Planner One Responsibilities: Develop various traffic studies for neighborhoods through reviewing Historical Data in archives then make recommendation to Planning Emeritus accordingly. ======================================================================== 1984-1987 Berger Allied Van Lines-Regional Manager Sales & Marketing Responsibilities: Develop Manufacturing Relationships and Traffic lanes for Supply Chains Retail Out lets stores and or distribution centers. This Sales & Marketing effort was Implemented and produced a monetary return of 500k per month in Truck Load and Less than Truck Load Freight. Clienetele were as follows Honey Well, Control Data, 3M,...
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