Sales Force Selection The sales force is solely responsible for building the bottom line of an organization. It is the only department that brings in revenues & hence must be given due importance in the organizational structure. Selection of the sales force must be a careful process that ensures that top quality salesmen‚ who will exhibit motivation‚ a strong orientation towards results & loyalty to the company. Selection is the process of discovering the qualifications & characteristics
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Porters 5 forces Understanding the Tool When looking at and trying to understand porters 5 forces the below must be understood and taken into consideration 1. The power of the suppliers. This means that if you have few supplier choices and the supplier provides key parts and services to you‚ you a very reliant on this supplier and they can dictate terms and price to you on the other hand if you have a wide choice of supplier you are in a better position to negotiate price and terms as you can change
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Article Title: Improving the Sales Force Author: Cranfield University‚ SilentEdge Url & Date Retrieved: http://silentedge.co.uk/wp-content/uploads/2011/01/cranfield-report-18.01.2011.pdf 3/14/13 Main Idea This article analyzes the data from several sales people in three different areas new business sales‚ telesales‚ and account management. With the data it puts together 8 profiles that each sales person can fit into. Ranging from least effective to most those 8 types are socializer‚ dealmaker
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Porter’s Five Forces Porter’s Five Forces is a framework for business strategy development and industry analysis formed by Michael E. Porter of Harvard Business School in 1979. Since then Porter’s Five Forces has become an important tool for analyzing an organizations industry structure in strategic processes. Porter’s Five Forces draws upon Industrial Organization (IO) economics to derive five forces that determine the competitive intensity and therefore attractiveness of a market. We can
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Classical economics predicts that rivalry between companies should drive profits to zero. This is partly down to the threat of substitutes. For instance‚ Tesco has competition from companies like Sainsbury that can provide substitutes for their goods. This drives the prices of groceries down in both companies. Buyer power also acts to force prices down. If beans are too expensive in Tesco‚ buyers will exercise their power and move to Sainsbury. Fortunately for Tesco‚ there are few other large
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law is in action. It is clearly visible that there is a force on the golf ball‚ but as Newton states‚ there must be an equal and opposite force‚ and in this case it is in to the club head. For example‚ if 10‚000 newton’s of force is applied to the golf ball from the club head‚ 10‚000 Newton’s will be applied to the club head from the ball. During this collision‚ there is an impulse. This is the force multiplied by the length that this force is applied. Impulse = 10‚000N multiplied by 0.0005s / 0
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Porter’s Five Forces A competitive strategy must meet the opportunities and threats inherent in the external environment; it should be based on an understanding of industry and economic change. Porter identifies five forces that shape every industry and which determine the intensity and direction of competition and therefore the profitability of an industry. The objective of strategic planning is to modify these competitive forces such that the organization’s position is improved. Management
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Excessive Force or Reasonable Force? Recently there have been a number of cases that involve the U.S policing force using excessive force. This has caused an uproar in many communities concerning the lack of equality among all races. Police have to use a certain amount of force to overcome a suspect‚ but the recent deaths caused by the hands of the police have fueled a heated debate among Americans. In America‚ black males are generally perceived to be more aggressive and dangerous than the average
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Porter’s 5 Forces Introduction The model of the Five Competitive Forces was developed by Michael E. Porter in his book „Competitive Strategy: Techniques for Analyzing Industries and Competitors“in 1980. Since that time it has become an important tool for analyzing an organizations industry structure in strategic processes. Porter’s model is based up on the insight that a corporate strategy should meet the opportunities and threats in the organizations external environment. Competitive
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Porter’s Five Forces After the analysis of Jetstar’s societal environment with the use of PEST‚ the Porter’s Five Forces can be used to analyse another aspect of the external environment; the task environment. Porter’s Five Forces is a framework that consists of five competitive forces‚ threat of entry‚ power of supplier and buyer‚ threat of substitution and competitive rivalry. These forces facilitate the analysis of the task environment of an industry or company (Wheelen and Hunger‚ 2009). The
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