Sales Management Test Review Chapter 1 * Marketing mix – product‚ distribution‚ price‚ and promotion; used to develop marketing strategy (pg. 66) * Communication mix – personal selling; advertising‚ sales promotion‚ direct marketing‚ and public relations and publicity; used by a firm to communicate with customers (pg. 66) * Role of personal selling – * Society – stimulate economy‚ diffuse innovation * Company – revenue producers (rainmakers)‚ market research/feedback
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Introduction In an organization the compensation strategies and practices are very important to the employees. Based on our group discussion and researches‚ we had found that the different author use different definition to interpret the meaning of compensation strategies and practices. The successful compensation practices depend on a organization ability to develop and implement systematic training program (Mello 2002; Lundy and Cowling 1996: Martocchio 2009). Compensation is total of all the rewards provided
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1. What are the pros and cons of Mr. Evans’s e-commerce strategy? What is the best argument that Ms. Miko can make to keep her sales force intact? In your opinion‚ should Cardinal Connectors Inc. eliminate its sales force? Explain. 2. Assume your company‚ which sells paper products‚ has 60 percent of the business at your largest account. What factors would make it relatively easy for you to get a larger share of that customer’s business‚ and what factors would make it harder? 3. One manufacturer
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SOUTHWEST AIRLINE IN 2010: CULTURE‚ VALUES AND OPERATING PRACTICES CASE QUESTIONS: 1. Is there anything that you find particularly impressive about Southwest Airlines? Transported more passengers from U.S airports to U.S destinations than any other airline Consistently profitable- had reported a profit every year since 1972 Became a major competitive force in domestic segment 2. What grade would you give Southwest management for the job it has done in crafting the company’s strategy
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Current year (1) (2) (3) (4) (5) Exit Previous year (1) Store associate 0.53 0.06 0.00 0.00 0.00 0.41 (2) Shift leader 0.00 0.50 0.16 0.00 0.00 0.34 (3) Department manager 0.00 0.00 0.58 0.12 0.00 0.30 (4) Assistant store manager 0.00 0.00 0.06 0.46 0.08 0.40 (5) Store manager 0.00 0.00 0.00 0.00 0.66 0.34 Forecast of availabilities Next year (projected) (1) (2) (3) (4) (5) Exit Current Workforce Previous year (1) Store associate 8‚500 4505 510 0 0 0 3485 (2) Shift leader 1
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Ellington Booth and Karen L Cates from Northwestern University‚ Growing Managers: Moving From Team Member to Team Leader‚ describes a fictional scenario from the point of view of a newly promoted Sales Manager named Melissa Richardson in a company called ColorTech Greenhouses Inc. Melissa faces an abundance of problems that many new managers are unprepared for. (Ellington Booth & Cates‚ 2012 Kellogg School of Management) Company Overview- Located primarily in the southern region of the United States
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Spokane‚ however it is difficult to recruit these college-educated individuals into entry-level positions in a retail environment. Retail stores tend to have a reputation of requiring long hours of work‚ including weekends and holidays‚ with little compensation. It is difficult to hire individuals that are willing to start in an entry-level position and work their way up over the years into managerial positions. Tanglewood prefers to promote from within‚ allowing the managerial employees to grow
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An organization that I worked for from July 2011 to September 2012 desperately needs to be assessed for compensation and benefits issues. The Ourisman Automotive Group and a new and used car dealership and they have three locations in close proximity. The three locations in need of help are World of Ford and Lincoln‚ Ourisman Chevrolet Buick‚ GMC of Alexandria and Chrysler‚ Jeep and Dodge. The challenges this dealership range from a very high turnover rate‚ poor benefits‚ unstructured incentive programs
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unpredictable amount of time has passed. In the case‚ the reinforcement schedule is done randomly and unexpected. It is typically effective because athletes not aware of the test and when these tests will be taken place. Therefore‚ athletes are unprepared. Unlike a fixed variable reinforcement schedule‚ athletes have a fixed time of when the tests will be scheduled so they can prepare and make sure their systems are clean before they take the test 2. What are some examples of behaviors in typical
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EXECUTIVE SUMMARY Introduction of organization: Millat Equipment Limited (MEL) is a part of Millat Group‚ comprising of three other companies‚ Millat Tractors Limited (MTL)‚ Bolan Castings Limited (BCL) and Millat Industrial Products (MIPL).Millat Equipment Limited is one of the leading manufacturing organizations in Pakistan producing transmission components. The company acquired a complete gear manufacturing setup along with state of the art inspection facility from M/s AGCO Limited-UK‚ (owners
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