...Buyer behavior is the acts and the process carried out by the customers who are buying and using the product. According to the consumerfactor.com (2015) Engel, Blackwell and Kollat in 1968, has developed a 5 stage model which explains the stages a customer goes through when purchasing a product. The Five stages are listed below: 1. The need Recognition / Problem Recognition 2. Information search 3. Alternative evaluation 4. Purchase decision 5. Post- Purchase behavior 1. The Need Recognition / Problem Recognition This is the first and the most important stage in the buying process, because if there is no need then there will be no purchase. The customer recognizes when there is a lag between the actual situation and ideal situation and the desired situation. However, there are situations where not all the needs end up ass buyer behavior. For a buyer behavior to happen it requires the lag between the situations to be important. For a buyer behavior to happen recognizing the need the product price, ease of acquisition, quality …etc… should be acceptable by the customer by the level of importance the customer gives to the need. For example: A man needs to eat lunch every day at office, and has two options weather to get lunch delivered from pizza hut or to buy lunch from a shop few buildings away from the office place. He prefers to order and get delivered because walking away from the office might cause him to delay his works. (Ideal situation). They way...
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...3.1 Explain how sales strategies can be developed in line with corporate objectives. Prior to answering this quesltion, it is essential to define the two key words on which the discussion shall be based. First, sales strategy refers to the concept that a company has about how it will achieve its marketing goals, in addition to clarifying the objective and the purpose of their business offerings (Weber 2006). This is not to be confused with sales tactics which are defined as the actions that a company takes to put its sales strategies into action. For example, differentiation is a sales strategy and putting differentiation features on a company’s offerings is a business tactic (James 2011). On the other hand, corporate objectives refer to the goals of the company as whole for example sales revenue figures, market share, and target markets, among others. To develop sales strategies in line with corporate objectives, a company can carry out the following procedure: First, the company must identify the corporate objectives which in this case involve increasing the size of the consumer market. Once this is done, the company must carry out a marketing audit to find out if the situation in the market will accommodate its sales strategies in liaison with the corporate objectives. The market analysis involves an external audit of the macro environment (Lancaster & Massingham 2010) to gauge whether its factors such as the political, economic, social-cultural, technological, legal, ecological...
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...] ,, д#&,d Unit Title: |l. LoNDoN BMDGE aUslNEs,ý лслDЕмY Sлtzs, UФеапо/ilз Student Nаmе- fr7r4 Assessor's Name- Lo plap{ipo l/*+g tл/D ulР Student ID- LEARN|NG oUTcoME (Lo) Students must fill up this Table M&DplL sёtцrws wt{й)м fйе oyez*tb чд2kйр& ор, gграrаеry - у/р R.оор* Sцдs LBBA ОOqИ Date IssuedDuе date- НВ 0оопчь 2wд от Lo1 ment Frопt Shee t UnitNo: 2о Рвэ.!оаtY*il Ас Iп this assessment уоu will hаче the орроrtuпiý to present evidence that shows yоu аrе atlle to: 1.1 Во7аь w€\lфi}-L 1.3 е:*"r |.4 с! 2.3 ff,[ffiоыв rпровпilсо а4/D oF sl!4s 'gJаdiуёs 14ДР*с-4(mоlr 3.1 3.2 3.3 3.4 ý5 Lo4 ф LOq flд,,,tаitе hеосеss SQtаs асiuiф Fбро - ar. la;tlptviцu L 4lJ 4.!L 4.3 q I ь о о 1 1 1 Uч/Ьч ltt6 2 'trj;:ffit?"*-r, ? ) 0 er1.,/alr/ Е +оо9 & 1 2.4 Lоз (Page No) 1 2.1 2.2 Lo2 Evidence No. юР,tЁrЁ?{п'Fft'"" 1.2 Task iоъ) S4Р4S $TЁCLrryS 4Ц 3 Dtууuеd ilJ црр uilt+ С О ImроLйtусд. РЪ Ре4.1lаГ- , 3 mlrlt дУо Ул,ссrt'6У Р2OСЩ с4 lqэ. Iy m оГt U ЭТl tЪ,' ечпч. 3 iоRогltv t' ллъ t-?a,ilbl U у oec,tyluye CollT а аu-t лlе Sа,rэ зО фt Mt sl р 3 Dа?ъв{sеJ JlJ SЦ Pzvebop t ýt4< РШР Fо0о 9 4а 4+ 4ý 4 4 - ФlLёctill)Dtl /lP, 4Е 4 )ршлlр;пёl @oфlla л 4 zдhiдiпл/д dъ teadb h rLQ l 4Е 2ъ Rules and Regulations ...
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...Sales & Operation Planning Adrian Rader American Public University Kristopher Bradshaw Sales & Operation Planning Sales and operation planning sets the foundation for any successful business. In order to succeed a company must be prepared from the beginning and set the groundwork or procedures it will follow. From customers to sales and marketing to developing, the sales and operations planning is designed to set up all the plans for every aspect of the business. The process in done is phases and tasks must be done before everyone can come together at the first meeting. Meetings must be set up well in advanced to allow everyone involved adequate time to prepare their part of the meeting. The process has been becoming more prevalent with businesses as they see the importance of this step. It is important early on that everyone knows their role. In the mid-1980s, Oliver Wright developed the sales and operations planning process. “He essentially recommended to his manufacturing clients that they get Sales plans from their Sales organizations to use as a basis for production planning” (Lapide, 2014). The tasks that must be done before the first meeting are simple. The people who should be part of the process need to know in order for them to prepare for the first meeting. The dates need to be set for first yearly meetings to allow for adequate preparations. If the company is going to use technology, the software must be tested to make sure the accuracy is correct...
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...Class 08 – Planning & Control BUFW M570-01W: Operations and Supply Chain Management Planning & Control: Chapter 19 – Sales & Operations Planning Chapter 20 – Inventory M anagement Learning Objectives Understand what sales and operations planning is and how it coordinates manufacturing, logistics, service, and marketing plans. Construct and evaluate aggregate plans that employ different strategies for meeting demand. Explain yield management and why it is an important strategy. Joseph Khamalah, Ph.D. 2 What Is Sales and Operations Planning? Sales and operations planning is a process that helps firms provide better customer service, lower inventory, shorten customer lead times, stabilize production rates, and give top management a handle on the business. The process consists of a series of meetings, finishing with a high-level meeting where key intermediate-term decisions are made. This must occur at an aggregate level and also at the detailed individual product level. – Major Sales & Operations Planning Activities Aggregate means at the level of major groups of products. 3 4 Sales & Operations Planning Activities – Overview Sales and operations planning was coined by companies to refer to aggregate planning. Types of Planning Long-range planning • Planning focusing on a horizon greater than 1 year, usually performed annually Intermediate-range planning • Planning focusing on a period from 3 to 18 months, time increments are weekly, monthly,...
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...The Advantages of Aggregate Planning Aggregate planning is a forecasting technique that businesses use in an attempt to predict the supply and demand of their products and services. Mainly, this is done in an effort to save money, streamline operations and increase productivity. To accomplish this, businesses use an aggregate planning model to develop a game plan that will assist them with determining their staffing requirements, materials needed, estimated timelines and budget costs so they can better plan ahead. Minimize Staffing Fluctuations By using aggregate planning to forecast production demand, businesses are better able to predict their staffing requirements. Businesses that need additional employees on a temporary basis tend to fill these positions with workers from temporary employment agencies. Through proper forecasting, a business will be able to reduce or eliminate the need to hire these extra workers. This will save the business both time and money as it won't need to pay the additional fees to the staffing agency and it won't have to pay its own workers to train the new additions. Reduce Overhead Excess inventory costs businesses a lot of money. Additional materials will need to be stored, and having finished products laying around increases the likelihood of damage to the products before they reach the customer. Adhering to an aggregate planning model can help businesses operate in a leaner manner. Managers will be able to better anticipate how much product...
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...Objective: Seeking a "Management" position where my extensive sales, marketing and management experience and Customer Relation skills and abilities will be used effectively. Career Summary: To contribute to the best of my ability and having more than Ten years of professional experience towards the growth and development of well-known brand ( like Aktel,Philips,Transtec,Nokia,Siemens,Whirlpool,Lucas,Dunlop,Castrol, Mitsubishi) with the progressive company (like A K Khan& Co.,Transcom Electronics Ltd. ,Rahimafrooz Distribution Ltd.,Rangs Group) to pursue a Challenging, Responsible and Rewarding career. Specialization: An articulate, highly-organized and result-oriented manager with a proven track record of innovative leadership, successful problem-solving and of exceeding target and objectives. Excellent interpersonal skills, which have been utilized to establish strong and effective relationship in all areas of Sales & Distribution, Retail-Wholesale, mass merchandising and marketing. Area Of Workings : # Sales operation # Channel Development & Distribution Management # Marketing & product promotion planning # Supply Chain # Direct & Indirect sales and Distribution # Product Marketing & Development # Market Research & Analysis # Customer Service # Franchisee set up & Operation # Corporate Marketing Employment History: Total Year of Experience :12 Year(s) 1. Head of Operation ( April , 2012 – Till to Date) AMS International Company Location...
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...Part 1 In general, if the company wants to improve customer responsiveness and save cost simultaneously, then the company needs to improve customer value by efficient and effective operations throughout the supply chain pipeline by using supply chain principle. Supply chain principle is to share information in entire supply chain operations and sharing rewards and risks based on collaborative relationship and trust. To meet customer’s demand and expectation, we can use supply chain tools. Based on the company information, company operation globally, therefore, I think company can outsource. In order to compete in a global market place, outsourcing to others who can perform them as well or better at lower total cost of ownership allows companies to shift fixed costs to variable costs, which make them more agile. Moreover, for a company staying at the leading position of supply chain visibility, company should relay on third parties to afford to stay ahead competitors in supply chain visibility. However, when company decides to outsource to low cost country, company should aware some challenges such as to identify capable suppliers, protect intellectual property, understand compliance of import/export issues, overcome culture and language barriers, and guarantee security of product in transit. Another supply chain tool can help company to reach its goal is supplier relationship management (SRM) which is a philosophy of mutual respect and cooperation between a company and its...
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...structured by their area of specialization either on supply, demand or values. Secondly, within an integrated framework, the results of the specialized disciplines are combined with the objective to manage sales and supply by values and volume. Value chain management is defined and positioned with respect to other authors’ definitions. A value chain management framework is established with a strategy process on the strategic level, a planning process on the tactical level and operations processes on the operational level. These management levels are detailed and interfaces between the levels are defined. Since the considered problem is a planning problem, the framework serves for structuring planning requirements as well as the model development in the following chapters. 2.1 Value Chain Value chain as a term was created by Porter (1985), pp. 33-40. A value chain “disaggregates a firm into its strategically relevant activities in order to understand the behavior of costs and the existing and potential sources of differentiation”. Porter’s value chain consists of a “set of activities that are performed to design, produce and market, deliver and support its product”. Porter distinguishes between • primary activities: inbound logistics, operations, outbound logistics, marketing and sales, service in the core value chain creating directly value • support activities: procurement, technology development, human resource management, firm infrastructure supporting the value creation in the...
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...I. ConAgra Grocery Products Company (CAGP): Short-term Growth v.s Long-term Success CAGP, formerly Hunt-Wesson Inc, was a subsidiary of ConAgra Food Inc., an American diversified food conglomerate based in Omaha, Nebraska. CAGP itself was a successful food company, which developed strong sales and distribution networks, and sales topped $2 billion annually. Bringing consumers “the finest-quality and best-tasting products” was the company’s mission. It marketed and produced a wide range of shelf-stable grocery products from tomato sauce to ethnic food. The company had more than 300 customers and Wal-mart was one of their largest customers. CAGP’s headquarters were located in Fullerton, California. The market for food industry has all time been a crowded place with the increase in product introductions and changing consumer tastes. To succeed, it is important to keep up with product development trends, customers’ profitability and create brand identity as well as brand equity. Product development is the lifeblood of any food leading companies. Therefore, R&D should be the main focus in combination with good marketing strategy, which will maintain products quality and/or create new products that in turn create new customers. Creating and building brands involve various marketing strategies, which include promotions, advertisement campaigns and competition for display location at retail stores. A company should also take into consideration that their marketing strategies have...
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...Analysis of Mandexor Memory Case Study-Capacity Planning and Control Alfred Asuah Adongo (13025813) Ghana Institute of Management and Public Administration Professor: Dr. Chris Tabi Amponsah EMBA 665 - Operations and Project Management 6th April 2014 Analysis of Mandexor Memory Case Study-Capacity Planning and Control 2 Abstract This paper explains capacity planning and control in the case of Mandexor Memory. Mandexor Memory with its parent company in the US is currently experiencing a poor record of meeting production targets at its European Disk Drives Division and has therefore appointed a new Operations Manager in Mat Frankel to turn things around and to see to the reorganization of the sales and marketing functions into one division. The core objectives of this paper will thus be to analyze the current capacity and output levels vis-à-vis the demand as per the forecasts and then determine how Mandexor can balance optimal output with demand using the right capacity planning and control strategies to achieve its production targets in the European Disk Drive Division. The methods to be employed in this paper include review of the current production data (Actual Vs. Forecast) in relation to the capacity of the plant, calculation of necessary variances between output and demand in relation to capacity and a coherent analysis based on sound assumptions that will help Mandexor to adopt the right capacity planning and control strategies, operate at optimal capacity...
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...the production cycle and sales and revenue cycle are as follows. When product designers create and save a new product specification, the computer automatically generates and sends a message to the product planning clerk to advise them of the new product. The product planning clerk inputs the new product number into the computer and requests the computer to print a copy of the relevant product specification. After the product planning clerk collects the copy of the product specification they read it carefully to ensure they understand the nature and details of the new product. If any part of the product specification is unclear they liaise with the product designers to ensure that they understand the specification before continuing with the product planning. The product planning clerk keys in a request for details of current stocks of raw material inventory items. The computer extracts and displays a list of the items, including the inventory item’s number, a description of the material, and the amount of material currently in stock. The product planning clerk compares the list of materials inventory with the details of the raw materials required for the product in the product specifications. If a raw material is required that is not currently held in inventory the product planning clerk sends a copy of the product specification to the inventory management department along with a request for them to investigate supply of the material. The product planning clerk cannot create a bill...
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...Production Planning and Control In any manufacturing enterprise production is the driving force to which most other functions react. This is particularly true with inventories; they exist because of the needs of production. In this chapter the relationship of production planning and control to work-in-process inventories is stressed. Objectives of Production Planning Control The ultimate objective of production planning and control, like that of all other manufacturing controls, is to contribute to the profits of the enterprise. As with inventory management and control, this is accomplished by keeping the customers satisfied through the meeting of delivery schedules. Specific objectives of production planning and control are to establish routes and schedules for work that will ensure the optimum utilization of materials, workers, and machines and to provide the means for ensuring the operation of the plant in accordance with these plans. Production Planning and Control Functions All of the four basic phases of control of manufacture are easily identified in production planning and control. The plan for the processing of materials through the plant is established by the functions of process planning, loading, and scheduling. The function of dispatching puts the plan into effect; that is, operations are started in accordance with the plant. Actual performance is then compared to the planned performance, and, when required, corrective action is taken. In some instances re-planning is necessary...
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...Amazon Strategy Analysis The strategic planning processes. Amazon and other large enterprises to build your organization with a view - from the view of the company’s mission, goals and objectives are developed. Many times during the life of an organization is necessary for the organization to redefine the objectives of the organization on the basis of profitability, customer concerns, and the internal, external and international challenges. • Value Chain • Resource Based View • Financial Analysis Using an Analysis of the Value Chain Amazon Amazon has developed an analysis of the value chain of its Competitive Advantage “own internal operationally better assess how you can add value and sustain competitive advantage have used the value chain model of Michael Porter,"Create and maintain superior performance. " Example of a Strategic Plan Model - Amazon Internal Analysis Tools, Strategic Planning, Strategic Planning Models Primary activities and support activities Primary activities are those needed to produce a product or service to the end customers. These activities generally include: • Inbound Logistics: receiving goods from suppliers, and store and move the good • Operations: Manufacturing or assembly of the product • Outbound Logistics: The shipment of goods to wholesalers, retailers or directly to the final customer • Marketing and Sales: Marketing involves customer needs understanding, communicating...
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...Business Administrator with over three decades of multifarious and cross functional experience in Overall administration, Operations, Project Management, Marketing & Sales, with concrete achievements in every area of operations handled, be it Training and Placements, business development, Projects; having proven leadership, motivation and communication abilities. Keen to add value to the Students of Your Esteemed Institute by adopting innovative ideas & practical side of learnings. PROFESSIONAL EXPERIENCE 2011 – Present Consultant for Training, developing and delivery of Modules for Soft skills and Job Orientation. (Promote Careers, Gurgaon), www.vtrain4jobs.com 2010 – 2011 Head Department of Training and Placement, G B Pant Engg. College, (Govt of Delhi) at Okhla Ph 3, N Delhi 110020 • The College was established in 2007 and 2011 is the Flagship batch. Took reigns of the deptt. in Aug 2010 and built it from scratch - the Placement Brochure, understanding Students capability and Quick action plan to orient them for Industry employability. • Enabled and empowered the Students & Established Brand image. • Secured Historic placement Track at National Level – for flagship batch of equitable institutions 150+% Placements, 3.6L/A avg CTC.. 2008 – 2010 Head Operations, for Overall backend Operations. Innovative Solutions. A strategy & Biz consulting, Manpower sourcing for BFSI, Investment Advisory for BPO/KPO ...
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