Selling Theory 1. “AIDAS” Theory: Where A stands for Attention I stand for Interest D stand for Desire A stand for Action S stand for Satisfaction 2. Right set of circumstances: This theory is similar to that of situation response theory. I.e. salesperson must secure attention‚ gain interest‚ present and get desired response. It depends upon the skills the salesperson utilizes to a set of circumstances for predictable response. Sales personnel try to apply this theory; although they
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disasters place exceptional demands on humanitarian logistics and calls for fast ‚ agile and quick response to alleviate human lives. Deficiencies in the flow of supplies may result in dire consequences. As a result of continuous human and man-made disasters logistics has now become an important factor in humanitarian aid operations‚ to the “extent that logistics efforts account for 80 percent of disaster relief” (Trunick‚ 2005). Humanitarian logistics encompasses a ranges of complicated activities
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Our Dell Global Fulfillment and Logistics (GF&L) organization aims to develop and sustain a global transportation and logistics network that uses the most efficient and effective means for us and our transportation providers to distribute our products to our customers. Our job is to get the right product‚ to the right place‚ at the right time. Furthermore‚ our Dell Logistics teams must do this at the right cost. We continue to optimize transportation costs while improving quality and striving to
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E-Marketplace Business to Business (B2B) e-marketplaces are the growing trend in the B2B e-commerce business model. Businesses from all industries and countries can gather‚ perform commerce functions‚ share mission- critical information‚ and deploy infrastructure applications that allow those organizations to tie their internal systems to each other. But some companies - the largest ones - don’t have to play in the generic B2B e-marketplaces. Instead‚ they can build their own and literally require
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forward to 2016 focusing in the BRIC group of countries‚ what impact will they have on the world economy? (30 marks) The BRIC group of countries consists of Brazil‚ Russia‚ India and China. BRIC describes the growing power and influence of the emerging markets of these countries in the global economy. In recent years‚ all four BRIC countries have experienced rapid economic growth‚ especially China. The BRIC countries were predicted to account for 37% of global growth between 2011 and 2016 and this will
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Manager Evolution of Management thought‚ Behavioral Sciences International Management & MNCs‚ Japanese Principles Planning: Purpose‚ Steps‚ Process‚ Objectives‚ MBO‚ Developing verifiable goals Strategy‚ Policy‚ Decision Making Organizing Structure‚ Departmentation‚ Span‚ Environment – entrepreneurial‚ innovation Line‚ Staff‚ Authority‚ Decentralizations‚ Delegation Leadership: Definition‚ Leadership styles. Committees & Group Decision making Controlling Feedback system Paper II – Supply
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Chapter 6 Channels of distribution and logistics LEARNING OBJECTIVES By the end of this chapter you will: n n n n comprehend key elements and decisions in distribution channel design be able to evaluate different configurations of channel structure be familiar with recent trends and developments in channels of distribution appreciate the importance of managing the physical flows of products‚ services and information into‚ through‚ and out of the organization to its customers n grasp the
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"There are women who search for love‚ and there are those that search for money." Today‚ the term woman simply denotes one ’s sex. It does not define her character‚ morals and values‚ or even her profession. However‚ this was not always the case. At the end of the nineteenth century and beginning of the twentieth century‚ during the Progressive Era‚ there was a drive for reform. Various social problems became targets for investigation and intervention: child labour‚ juvenile delinquency
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LMTSOM 12 Personal selling Managing Sales Force PRATEEK PARBHAKAR 501204032 Contents Personal selling 3 The personal selling process consists of the following steps 3 Sales Management: 5 The Sales Funnel (or Sales Pipeline) 5 Sales tips 7 Sales promotion 8 Sales Promotion Strategies 8 Advantages 9 Disadvantages 9 Managing Sales Force 10 Designing of the Sales Force 11 BIBLOGRAPHY 12 Personal selling - Personal presentation by the firm’s sales force for the
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impact on the activities performed in a logistical value chain. Packaging can improve or decrease the efficiency of the outbound logistics process. It is therefore important to consider the activities and the value that they add to the overall process. ROL International is a Swedish store interior manufacturer that design‚ produce and distribute their products on a global basis. One of their basic products is the shelf concept. ROL wants to improve their efficiency and consider a change in the packaging
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