to grow by a few heads, or you may choose to stay the same size but have different people filling the sales positions. Step one in evaluating your sales force is to decide what you want it to do for you. For some companies that do most of their selling through mail order or the Internet, a sales force is strictly an option. In this case, you may expect your sales force to handle only the larger accounts, leaving the smaller orders to customer service personnel and order-takers. For other companies
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administrate the customer data • • The process of finding Partners and signing contracts with them works satisfactory today and leave for the moment very little room for improvements by adding any kind of IT supported processes. The current process of selling the card and administrate the customer data however, is cumbersome and contains a lot of resource demanding steps which also easily generate errors and/or incomplete data and could be improved by adding some IT supported processes. The Sales and administration
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moving on to be a market analyst and eventually became an assistant product manager for Titanium Alloys which is her current role. Her background is in marketing and finance. Maureen is responsible for coordinating the efforts of the salespeople selling extruded titanium alloy products which amounted to $300 million in 1995. Maureen had to face some difficulties in her current role mainly being: there are few women managers at Quaker, she was hired as an outsider, she had to learn the Quaker way
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The case covered Barilla SpA , a food manufacturing company that was trying to solve issues relating to demand fluctuation within its supply chain. The cost of transportation was also higher than normal and Barilla is forced to manufacture goods in terms of production lead time and shelf life of its products. These, coupled with inefficiency in Barilla’s operation due to high product change over cost, led to excess finished goods, high inventory carrying cost for Barilla, and ultimately, the “bullwhip
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and sales of non-IBM software like that of Microsoft and Redhat (Linux). They are also into sales of managed and unmanaged power solutions for desktops, servers, and networks. Basically, they are an integrated computer hardware and software company selling many of the reputed national and international brands. The market in itself is full of products and brands, and beside few players like IBM, many sales negotiations are done on
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A1: The first decision that was made was which of the three markets would be targeted. The decision was made to focus on the Mercedes and the Traveler market. This was due to the fact that the Workhorse segment is already highly competitive and the profit margins were the lowest. The Mercedes and Traveler markets were also more similar in the survey of the customer needs and wants. They were also more similar in the price that they were willing to pay. The features for the products in each of the
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something in your brain to recall a favorite memory. | Gum that has ADHD medicine in it. | Target Market and persona | Adults aged 35+ | High school and college students. | Goal | Our goal is to have this new brand out and selling to adults with a 10% increase in sales within a year of being put on the shelves. | Our goal is to sell 20% more gum in the first 6 months of releasing, while seeing students test scores go up as well. | Theory-based strategy 1 (name theory, define
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Foxy cases study. 1) Discuss the pros and cons to launching the Foxy brand in the United States. Pros | Cons | U.S. market is 10 times larger than Canada. The brand seeks great opportunity to further develop the business, enhance product design as well company’s brand image | U.S market is quite different in terms of tastes for jewelry; it might take foxy some time to adapt to different customers. | Having the ability to infiltrate fashion hubs; cities like New York and Los Angeles are
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there is a problem and Ingram is upset. Scott signed a competitor to Ingram, Barber Distributing. Barber Distributing is selling the same product as Ingram but for 10 percent cheaper. This forced Ingram to lower his prices to win a bid but did not win. Scott promises Ingram that he sells to Barber at the same price. 1. Ingram is furious at Patterson because he is selling to his competitor, Barber Distributing, and Ingram wants to get the better end of a deal if he can come to an agreement with
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This will assist the sales reps. sell InterClean’s products better through sales tactics and product knowledge. The demographic analysis will help determine the needs of each individual group. The older representatives are more advanced with their selling skills so they will need a different type of training then a newer sales rep. In breaking up the different sales representatives into two groups you separate them into their given skill sets. The newer representatives should be informed on basic
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