...Mwenda Kirera. A study of the behavioral characteristics of the best sales people was published a few years ago by Dave Kahle a renown sales management trainer and One of the not-so-surprising conclusions was this: The best sales people “listen more constructively” than their more average counterparts. I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be “much more likely” to buy from a salesperson if that salesperson would just “listen” to the customer. The survey found that some of the worst offenders were experienced salespeople. Listening is one of the four fundamental competencies of a professional salesperson, and yet, the profession is, in general, so poor at it that most customers remark on our inability to do it well. a look at vacancy ad in dailies you will see more and more companies put emphasis on other sales competencies and leaving out listening. A good talker with outgoing personality fitted very well in the conventional description of a sales person. Many sales people in most companies today are oriented to talk and talk to customer until the customer/ prospects drops dead or buys! Moreover, salespeople today are so much driven by targets and with a lot of whipping from the sales managers to hit the quotas that listening to customers has become secondly. Why is listening such a powerful sales competency? 1. Customers ‘pain’ can only be identified by digging...
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...Curriculum Vitae Daniel Alex Wache Kapila Tel: Mobile: +260 977 12 33 91 or +260 972 45 95 63 or +260 954 12 15 58 email: dwaj2007@yahoo.com |PERSONAL PROFILE | | | | | |SEX: MALE | | |DATE OF BIRTH:29TH August, 1973 | | |AGE: 39 YEARS | | |Married and Children : 4 ( two Boys and two Girls ) | | |Nationality: Zambian ...
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...conducted this business since 2007 and has built a sound reputation among its customers through reliable and efficient services. The head office of Trover is located in Quincy, Massachusetts, but the employees are working remotely in different cities to be in charge of the regional markets. Restricted by its scale and business pattern, the organizational structure of Trover is quite simple and direct. There are 6 full time employees, of which 5 are Regional Sales Manager working in different cities in Massachusetts and 1 Marketing Manager and several part-time Sales Specialists and Marketing Specialists. The CEO, acting as a CFO as well, takes control of the whole company. The organization chart is as follows: Organization chart of Trovers Export Mission and Challenges The mission of Trover is to provide luxury cars at a reasonable and competitive price as well as a great purchasing experience internationally for Chinese customers. Its business objectives for year 2014 are to expand customer base, increase sales volumes, and raise its reputation in the vehicle exporting industry. However, as the market of luxury vehicles export grows, the competition becomes increasingly fierce. Trover now confronts with greater challenges than before to fulfill its business objectives. The biggest challenge is lack of...
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...Corporation Limited (JAC Motors) Arai Arai Ashok Leyland Limited Ashok Leyland Limited Manish PADHARIA Pankaj GAUTAM Shibu APPUNNI Shekhar DRAVID Anand PATIL Devender KUMAR N C AGARWAL David JACKSON Suresh WILLIAMS Anurag KHARGONKAR Dhananjay KALE Jitendra JASANI Shamprasad PONKSHE Vivek SONAR K Chandra SEKHAR K Venkat RAO S Ravindra BABU Henry XIA Jack ZHANG Jina KANG Jina KANG D J KULKARNI M R SARAF Hitesh SHARMA Nitin KARULKAR Managing Director Area Manager Assistant Manager – Business Development Vice President - Business Development Assistant General Manager - Marketing General Manager (Marketing) President and Chief Executive Officer Director Business Development, Transport SBU Director (Marketing and Development) Vendor Development Deputy Manager Assistant General Manager Executive Vice President Senior General Manager Chief Mechanical Engineer Works Manager Chief Mechanical Engineer Sales Director Sales Manager Regional Manager Regional Manager Senior Deputy Director Deputy Director Deputy Manager...
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...preparing to report their findings to the chief executive officer (CEO) and COB. They are not sure JJJ is financially stable enough to move forward with the acquisition. John graduated with a BA in Accounting from University of Phoenix in 1990. He joined Riordan in 2004 as a staff accountant and was promoted to accounting manager in 2007. He is a democratic leader whose focus is on sales profitability. Beth graduated with a BA in Accounting from University of Phoenix in 2008; she came to Riordan in 2007 as an accounting assistant after graduation. She was recently promoted to staff accountant by John, the accounting manager. William is the CEO of Riordan and he wants to do the acquisition—but only if it means greater profits for the company and bigger dividends for the stockholders. Although he understands business, he relies on John’s advice for the details on accounting oversight. William, finance major, graduated with an MBA from University of Phoenix in 2000. He has been president of Riordan since 2006, when he was hired by the COB. He is an authoritarian leader who is bottom-line oriented. Mark is the sales manager, and he is excited about JJJ’s sales numbers and their potential for Riordan. He is not familiar with accounting, but he likes...
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...Youssef Bouzoubaa October 17th, 2015 Marketing Yourself in Today’s Competitive Job Market Marketing and Promotions Manager Job Description: A promotions Manager is responsible for supervising promotions programs to incentivize the point-of-sale. He combines advertising with promotional deals to attract consumers and clients to buy products. A Promotions manager works with marketing and sales departments to create promotions and advertising campaigns. He is also responsible for developing and launching discounts and coupons through social media or other means. Salary range: The salary range may vary depending on a number of factors including industry, company size, location, years of experience and level of education. According to the website Salary.com, the annual salary range of a Promotions Manager in the United States falls between $60,448 and $113,165 with a median of $86,665. According to the website Glassdoor.com, the annual salary range of a Promotions Manager in the United States (in Miami more precisely) falls between $63,000 and 123,000$ with a national average of $72,258. According to the website Payscale.com, the annual salary range of a Promotions Manager in the United States falls between $25,406 and $86,007 with a median of $46,433. Summary of informational interview: A friend introduced me to a Promotions Manager that was in charge of promoting a Pico projector. I first asked him about his educational background and experience. I then asked...
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...preparing to report their findings to the chief executive officer (CEO) and COB. They are not sure JJJ is financially stable enough to move forward with the acquisition. John graduated with a BA in Accounting from University of Phoenix in 1990. He joined Riordan in 2004 as a staff accountant and was promoted to accounting manager in 2007. He is a democratic leader whose focus is on sales profitability. Beth graduated with a BA in Accounting from University of Phoenix in 2008; she came to Riordan in 2007 as an accounting assistant after graduation. She was recently promoted to staff accountant by John, the accounting manager. William is the CEO of Riordan and he wants to do the acquisition—but only if it means greater profits for the company and bigger dividends for the stockholders. Although he understands business, he relies on John’s advice for the details on accounting oversight. William, finance major, graduated with an MBA from University of Phoenix in 2000. He has been president of Riordan since 2006, when he was hired by the COB. He is an authoritarian leader who is bottom-line oriented. Mark is the sales manager, and he is excited about JJJ’s sales numbers and their potential for Riordan. He is not familiar with accounting, but he likes the prospect of acquiring their...
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...Communicating the Value of Marketing Activities and Investments Introduction Marketing has now come be considered as one of the primary functions of any organization and in the recent years organizations of have spent increasing amounts of money on their marketing efforts. However, while the marketing function has gained more focus and funds, marketing managers face an unavoidable question: how to justify their expenses? The need to measure the effectiveness of marketing efforts is crucial now more than ever. In a world where organizations face global competition and a pressure to continually optimize their investments, only those marketing efforts that create real value and add to organizations profits deserve marketing investments. But in order to recognize the value added by the marketing efforts marketing managers should be able to measure marketing performance and tie it up to the organization’s overall financial performance. As a response to this growing problem, marketing managers have come up with a range of methods and framework to effectively measure and communicate the value created by marketing efforts. This paper explores some of these measures and the managerial implications for marketing managers in Nepal. Background The different frameworks put forward by marketing managers in order to measure marketing performance significantly vary in both method and reasoning. While one school of thought has argued that the value created by marketing should be quantified...
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...BSBA in Marketing Management The BSBA in Marketing Management program is designed to equip you with the knowledge and skills for effective marketing and sales strategies: how a company determines what product or service to sell, how customers and markets are delineated into target demographics, and the methods of reaching them. The course also focuses on strategic marketing issues which marketing managers assess before findings are presented to their executives. By learning to be an effective marketer and manager, you will learn to respond to the demands of competitors, the government, and larger social issues. Among the concepts and theories that will be discussed are sales management, brand, distribution, e-commerce, franchising, retailing, information technology and corporate social responsibility. The program will provides you with opportunities to go beyond the classroom. Feasibility studies will require field work and interviews with customers in projected target markets. As a versatile major, the course seeks to produce graduates who are able to work in the fields of marketing, advertising and research. Is Marketing Management a profession? Marketing is a profession, as it requires a specific set of skills and techniques that are acquired through learning and experience. However, you do need a license or specific education to work in this field, and your natural abilities and experience will play a critical part in your success. What are the admission requirements...
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...Role of Managers within Functional Areas of Business Business organizations are broken down into smaller functional areas. These functional areas include: marketing, human resources, finance and accounting, and sales. Each of these areas requires a manager to oversee the success of the area. “A manager is someone who coordinates and oversees the work of other people so that organizational goals can be accomplished” (Robbins & Coulter, 2012, p. 5). The role of a manager is crucial to the success of a business. There are differing levels of management, beginning with first-line managers all the way up to top-level managers according to Robbins and Coulter (2012). First-line managers tend to be production supervisors and oversee the operating areas of an organization. Mid-level managers tend to be store or district managers and oversee the first-line managers. Top-level managers tend be executive or financial officers and oversee the mid-level managers. Marketing is how business organizations communicate with their potential customer base. In order for marketing to be successful, a marketing manager must oversee the ideas of the marketing staff and select the best idea or two to attract customers. Marketing managers must have an idea of their customer’s needs as well as their marketing staff’s abilities. Combining these two areas to find the best marketing strategy for their company is what makes a successful marketing manager. Human resources is an area of business...
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.... Because of the fast shifts in market sales of the product groups tension among the members of the product groups emerged . Each product group wanted to have better performance in market than the rest which is not actually negative at all for the firm because it motivates everyone however the product groups became factions that are not helping in the coordination of all units in the company With the intention to meet the need of increasing production , the company 's executives formed the new product development division . The function of this new division overlaps with that of the research division and marketing department because the extent of functions they perform was not closely discussed and limited by the top-level management Implementation of separate division to handle product development has disrupted the previous cohesive interaction between prior existing divisions. New product development division has taken on a life of its own, opting to market its new developments instead of passing the new products to the other divisions to handle their usual responsibilities. I. The development division has taken over other division’s responsibilities without continuing to gather input and build a relationship with these divisions that already have the knowledge and specialized skills The separation and newly divided responsibilities for divisions created the disruption which previously was not occurring between prior existing divisions In spite of its independence...
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...[pic] Internship Report MBA Marketing Management Allama iqbal open university Islamabad Submitted by: Nasir Mehmood Roll No: P-500791 Registration No: 04-PRN-0159 “Jamal House” No.1244 Block 4 Milltat Road Colony Amanat Ali Rahim Yar Khan Tel: 0685884661 Cell: 03216705100 E mail: nasirmetme@gmail.com [pic] Best Chemicals Corporation (AGRO DIVISION) 23-D Block “W” Gulshan-e-Iqbal Rahimyar Khan Tel. 068-5883800 ,5883900 Fax: 5883901 Acknowledgement I am gratified with the core of our heart to “Almighty God” who made it possible to complete this project lucratively. I am take this opportunity to full great pleasure to our teacher Mr. Umair Sajjad and our friend Mr. Aamir Farooq (MBA Marketing from Islamia University Bahawalpur), for their continuous encouragement support and lead toward the project. I would also like to highly acknowledge and appreciate Mr. Hashim Abbasi Sales Manager of Best Chemicals Corporation for his continuous assistance, personal attention, encouragement and support which made us more eligible to be confident about this project I am highly thankful to Mr. Sultan Malik (Franchiser of the Best Chemicals Corporation in Rahim Yar khan) for providing useful information about the product and its market impact. [pic] Page No...
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...and the intensification of consciousness of the need for building a successful career are increasing. As a result, the aspects of building a career have expanded to a great extent. Now a person can pursue his career in numerous sectors such as Marketing, Information Technology, Engineering, and so on. But with the expansion of business around the world, the popularity of Marketing as a career is increasing day by day as it is a significant part of all kinds of businesses. Marketing: Marketing, one of the vital parts of Business, refers to the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. Now, business organizations largely rely on marketing to save their existence in the market increasing margin. Marketing is used to identify the customer, satisfy the customer, and keep the customer. Marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, creating a huge amount of jobs with creativity and knowledge in different areas such as business planning and execution, pre- and post-sales promotional activities and so on. As educated society is becoming much more conscious of a successful career, they are opting to pursue a career and...
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...Product Life Cycle Introduction The theory of product lifecycle is one of the key components in the subject of marketing study. After Vernon put forward the theory of product lifecycle in 1966, it is widely used by companies to design marketing strategies, predict longevity of products and make product management. This essay is divided into three sections. In the first section, several definitions of product lifecycle and one explanation of the course of product lifecycle are presented. In the second section, strengths and weaknesses of product lifecycle are analyzed to point out what is the proper situation of adapting the theory of product lifecycle. In the third section, two case studies are provided to illustrate how the theory of product lifecycle drives marketing strategies. The abbreviation PLC will be used for product lifecycle throughout this paper. Definitions In this section, a number of definitions of product lifecycle theory are provided and an outline of the stages of PLC is demonstrated. According to a prominent researcher in strategic marketing, the PLC is “a generalized model of the sales trend for a product class or category over a period of time, and of related changes in competitive behavior.” (Buzzell 1966; Brassington & Pettitt 2000) The definition states that PLC provides a basic model for organizations to manage products and that sales and time are the two factors to change the period of products. Another definition defines PLC as “ a concept reflects...
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...continuous process cooker. Upon Roberts retirement Chelsea Skye-Rice, his daughter, was named president of Abundant Harvest, although, Robert still remains controlling stockholder. Since Chelsea was named president Abundant Harvest has seen many changes, such as, rising minimum wage costs and increased competition, which have resulted in profit margins decreasing. Chelsea has proposed removing food brokers and selling direct to eliminate the 5 percent commission the brokers receive for sales. Don Bartley, a nephew of Robert, was chosen for the sales position. He is the only outside sales representative and has put in a lot of effort into selling direct, but has experienced disappointing results. Don has become discouraged and would like Chelsea to hire a sales team that will be able to provide the needed time and energy to win over clients, rather than do it on his own. Along with Don’s disappointing results in Abundant Harvests attempt to sell direct, the processing company has experienced a decrease in sales compared to the previous year. A meeting with the board of directors has been scheduled by Robert and Chelsea has no idea what to propose. To help Chelsea figure out what to propose to the board of directors a SWOT analysis is conducted. The SWOT analysis identifies and list’s a firm’s...
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