CASE IBM : Restructuring The Sales Force In 1993‚ IBM’s Board of Directors decided the time was right for dramatic action. The once proud company had seen its sales fall from almost $69 billion in 1990 to $64‚5 billion in 1992. In the same period‚ profits plunged from $5‚9 billion to a loss of $4‚96 billion. In April 1993‚ the Board hired Louis V. Gerstner‚ Jr. to serve as its new Chairman and Chief Executive Officer and to turn the company around. Just three months into the job‚ Gerstner announced
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www.hbr.org The organization and goals of a sales force have to change as businesses start up‚ grow‚ mature‚ and decline. Match Your Sales Force Structure to Your Business Life Cycle by Andris A. Zoltners‚ Prabhakant Sinha‚ and Sally E. Lorimer Reprint R0607F The organization and goals of a sales force have to change as businesses start up‚ grow‚ mature‚ and decline. Match Your Sales Force Structure to Your Business Life Cycle by Andris A. Zoltners‚ Prabhakant Sinha‚ and Sally E
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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 a
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SALES FORCE In today’s global marketplace‚ managers face many challenges related to fulfilling the customer’s ever-changing needs and expectations. The concept of customer service has recently become more complex as a result of globalization of goods and services. Customers are now well-informed decision makers as a result of the abundance of information that is available online and in the media. In addition‚ today’s consumer is most concerned with how a salesperson can solve basic problems and
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researchandmarkets.com/reports/869/ Sales Force Structures and Strategies 2001: A Case Study Analysis of Effective Sales Force Management Description: As sales forces expand to maintain share of voice in an increasingly competitive market and physicians limit the time spent with sales representatives‚ ROI on detailing is in decline. Therefore‚ maximizing field force productivity is vital to the future success of all pharmaceutical companies. Sales Force Structures and Strategies 2001 is an in-depth
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2. If Brenda Crohn’s guesstimates and estimates are wrong‚ how might that change your decision? At what number of applicants os there an economic breakeven between the two types of ads? Brenda thinks we should use the current trade journal ads because the quality of the applicants generated off an internet job site may not be as good as those from our current trade journal ads. Besides that‚ Brenda said they should get to consider the cost as well as the number of qualified applicants. She likes
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In addition to the CRM system‚ Salesforce.com offers some customization of its software so companies can adjust the software to their unique business processes. There are three types of clouds: Sales cloud‚ Service cloud‚ and the Custom cloud. The Sales and Service clouds helps businesses improve sales and customer service respectively‚ whereas the Custom cloud (aka Force.com) provides a venue for customers to develop their own applications for use within the broader Salesforce network.
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will take place by 2015. * WHAT IS SFA? SFA (Sales Force Automation) refers to a set of tools that record all the events in the sales process‚ as well as all pertinent data driven by those events. Even before the first SFA products began hitting the market in the early 1980s‚ this data was recognized as useful for the cultivation of individual customer relationships and‚ in aggregate‚ helpful for determining sales trends and setting sales policies. SFA solutions automate the
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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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pricier on some items compared to there competitors Wal-Mart and K-mart‚ but the atmosphere is a lot more toned and you can actually focus on shopping without being over crowded. Targets first symbol 1962 In order to motivate the sales force to produce the highest number of clients‚ describe six (6) features of an effective total rewards program Compensation – what is the company willing to pay for this position? Benefits – health‚ dental‚ vision‚ long-term care‚ retirement. Are these
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