Examination Paper: Sales Management IIBM Institute of Business Management 1 IIBM Institute of Business Management Examination Paper MM.100 Sales and Distribution Management Section A: Objective Type (30 marks) This section consists of Multiple Choice questions & short notes type questions. Answer all the questions. Part one questions carry 1 mark each & Part Two questions carry 5 marks each. Part One: Multiple Choices: 1. Out of the following which gap arise when the sales force does not have
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Sales Force In the beginning of the simulation‚ Allround started with 135 members of the sale force. A well equip and knowledgeable sales force can also help a company deliver more value to the customer (Winer & Dhar‚ 2016). The decision to add or contract the sale force was based on the simulation reports and the competitor’s sale force. From the beginning of the simulation‚ we came to a realization that sale force plays a pivotal part of the simulation‚ having the right amount of sale person per
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Hewlett-Packard Organizational Behavior Case Analysis Executive Summary Hewlett Packard (HP) is an American multinational information technology corporation that was founded by Bill Hewlett and Dave Packard. HP operates in many countries around the world. They provide services to a wide variety of consumers. HP provides hardware and software to small and medium-sized businesses (SMBs)‚ and large enterprises. Some of their products include a line of printers‚ software
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Sales Force of a company is often called the ’face of the company’ because they are the ones who actually face customers on the behalf of their business. And in terms of an insurance company‚ the sales force would be considered an important aspect of the business. Therefore‚ the need of effectively managing the insurance sales force also rises in importance. Effectively evaluating the performance of the sales force is necessary to figure out the loopholes in the performance and to devise ways to
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reader his own personal insights on how to effectively motivate a salesforce. The article states that‚ "Traditionally‚ sales managers have relied primarily on commission to motivate their sales force. Unfortunately‚ a compensation structure based solely on commission does not address separate motivational factors and therefore‚ commission alone will not motivate your sales force to peak performance." As discussed in class‚ there are other factors more important to employees rather then solely commission
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Running Head: MANAGING THE CHANNEL AND THE SALES FORCE Title: Name: Course name: Course number: Instructor: Date: Kraft Foods Incorporation is the second largest food company in the world. Starbucks are global consumer products group that tries to broaden the Starbucks experience to consumers outside retail stores (Vickers‚ 2005). In 1998 Starbucks signed an agreement with Kraft foods to assist in selling Starbucks products in groceries across the United States of America
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Hewlett Packard began in 1938‚ in a one-room garage in California where Bill Hewlett and Dave Packard started with plenty of energy‚ and a simple plan to invent products‚ which made life better for everyone. Hewlett Packard has introduced a large number of life-changing technologies. They have now developed systems‚ services and solutions that provide industry leading value and enable their customers to get maximum benefits from their computing and printing environments. Hewlett Packard has been
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Chapter 14 Case – “Hewlett-Packard Company” Deborah Y. Riley Principles of Management – Fall Quarter Professor Camilla Pugh November 28‚ 2010 Question - #1 Discuss the three most serious problems you have identified in the case. Defend why you think they are the most serious. One of the serious problems Hewlett-Packard faced was poor management. Carly Fiorina provided no concrete direction for the company and staff. The vision she implemented for the company digital‚ virtual
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HP Introduction Hewlett-Packard Company officially called HP is an American multinational company initially created for electronic and instrumentation which has evolved towards computer software and multimedia. It is one of the 40 biggest companies of the world. Its main products are printers and peripheral devices‚ computers of any sizes (pocket computers‚ laptops‚ home computers as well as servers and services to other companies. The company has its headquarter at Palo Alto in the Silicon Valley
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common types of the sales force organisational structures are discussed below: 4.1 Functional Organisational Structure A standout amongst the most widely recognised sorts of organisational structures‚ the functional structure which departmentalises an association taking into account the common jobs functions. Benefits: It provides an association with a useful structure would bunch the greater part of the advertisers together in one office‚ assemble the greater part of the sales representatives together
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