Designing and Managing the Sales Team Follett Carter E-mail: fcarter@umich.edu Phone: (415)336-8622 M (734)222-0089 H (239)395-3244 H Class hours: Tuesdays‚ 7:00-10:00pm‚ Ann Arbor Office Hours: before and/or after class by appointment Conference calls also possible Textbook: Assembled readings and case studies Course Description The objectives of this course are to improve your understanding of the role of the sales force in the achievement of
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THROUGH TRADE PROMOTION By MOHAMMED SAROSH MOHIYUDDIN 06BS1827 A report submitted in partial fulfillment of the requirements of MBA Program of ICFAI Business School Distribution List: 1. Pepsi Foods Pvt Ltd. 2. ICFAI Business School TABLE OF CONTENTS Particulars Page No: 1. Abstract 4 2. Introduction 5 Trade sales promotion 3. Scheme details 7 4. Costing 8 5. Roll out 9 6. PET bottle scheme 10 7. Reference
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a job in investment banking. Post graduation‚ in the short term my focus would be on securing a job as an analyst in a financial services firm‚ preferably an investment bank‚ to gain the knowledge and experience required for me to pursue an MBA. Furthermore‚ while working I would prepare to give the Chartered Financial Analyst (CFA) exams. Fulfilling my short term goals would assist my long term goal of climbing the corporate ladder in a global financial services firm‚ working in the key areas
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and also increased sales by almost 3%. This project earned me a lot of recognition by senior management which led to my new role “Assistant Manager-Corporate Sales”. 9. 10. This experience matured me as a marketing individual with knowledge of customer segmentation‚ building brand equity‚ and managing corporate relationships .As a result‚ I was offered a role of Financial Service Manager (FSM) at ICICI Prudential. My responsibility at ICICI was to facilitate corporate sales through vendor partners
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Economic conditions change‚ competitors launch new assaults and the product passes through new stages of buyer interest and requirements (Kotler‚ 2001‚ p. 484). Consequently a company must plan strategies that address any changes in the market. ebay Inc. is the world’s largest and most popular person-to-person trading community on the internet (Bradley‚ 2001‚ p. 1). From its inception eBay was unchallenged however with amazon.com’s (Amazon) entrance into the online person-to-person auction arena and
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Technotronics‚ Inc. Written Analysis and Communication Technotronics‚ Inc. Memorandum PERSONAL & CONFIDENTIAL To: Vice President‚ Specialty Appliance Department‚ Technotronics‚ Inc. Date: 3rd September 1979 Subject: Report on the decision concerning commercial operation of ‘X-27’. Dear Sir‚ In response to the interdepartmental dispute between the Audio Product Section and the Magnetic Material Section‚ this report offers administrative relief to both the managers keeping
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purchase the following items: (1) Paid $8‚000 cash to purchase materials that were used to make products during the year. (2) Paid $20‚000 cash for wages of factory workers who made products during the year. (3) Paid $2‚000 cash for salaries of sales and administrative employees. (4) Paid $30‚000 cash to purchase manufacturing equipment. The equipment was used solely to make products. It had a three-year life and a $6‚000 salvage value. The company uses straight-line depreciation. (5) During
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Framework for Linking Culture and Improvement Initiatives in Organizations. The Academy of Management Review‚ 25(4)‚ 850-863. Hofstede‚ G.‚ B. Neuijen‚ et. al. (1990). Measuring Organizational Cultures: A Qualitative and Quantitative Study across Twenty Cases. Administrative Science Quarterly‚ 35(2)‚ 286-316. Howard‚ L. W. (1998). Validating the Competing Values Model as a Representation of Organizational Cultures. International Journal of Organizational Analysis‚ 6(3)‚ 231-250. Kwan‚ P. and A. Walker.
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problem. 4. Organisational analysis This data includes the organizational demographics such as origin and history of the firm: size‚ assets‚ nature of business‚ location and resources and management policies. 5. Qualitative survey In such a case exploratory survey can be done to understand the problem For example a soap like Dove is very good in terms of price and quality but few people in Small town buys it‚ thus survey is done to uncover relevant and current issues on the problem definition
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NOTE 1: A candidate with a MBA in Operation Management would be able to look after a factory or other operations of the factory in a better manner as compared to others due to their competency and knowledge regarding handling the operations of an organization.Depending on the type of organization‚ one might be responsible for a few activities / regions in the initial stages and consequently growing up to handling broader areas. This career involves handling a few plants/ vendors initially
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