Genesis: SALES ORIENTATION STAGE OF MARKETING Selling: It refers to an art of persuasion by means of preaching attributes of the products / service so that need can be created among prospective customers and purchase can be made by them. Sales Management: Sales management originally referred exclusively to the Direction of sales force personnel who undertake the responsibility of selling. According to AMA: “Sales management refers to the planning‚ direction‚ and control of personal selling including
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Abstract The aim of this paper is to assess the impact of effective leadership on customer service. Much research has been completed in the areas of effective leadership‚ effective management and effective customer service‚ individually. However‚ research in the assessment of how effective leadership influences customer satisfaction is difficult to locate. This should be an area well researched as customer satisfaction can be an area of great competitive advantage within most industries. It has
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ASSIGNMENT TOPIC Select one company in your country or region that has a sales force. The company and/or the sales force can be real or a composite of several situations that you have heard or read about‚ or experienced. Apply principles that you have learnt in this subject to that company’s sales function to judge its effectiveness about: - How well it fits into marketing and other parts of an organization; intelligence gathering is included within this function. - How well it knows
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Assignment in Sales management 1. What is Sales Management? -Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm’s sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. 2. What is salesmanship? -Salesmanship is a personal action or effort on the part of an individual which is intended to bring about
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Literature Review of XBRL Group 14： Literature Review of XBRL Z Abstract XBRL (eXtensible Business Reporting Language) is a standard XML reporting language to enhance the efficiency‚ reliability and accuracy of financial reporting. Since its foundation in 1998‚ XBRL has been developing rapidly in the world. This paper teases out and discusses the literature researches of XBRL from 6 aspects: the production bases of XBRL‚ the effect of XBRL‚ the classification criteria
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Different companies have different strategies when implementing sales programs. A strategy used by McDonnell-Cummins is by providing compensation. As a B2B company‚ Linda is required to do direct marketing in order to introduce their products to large consumer goods companies. Therefore‚ as a motivation‚ offering an incentive in the form of compensation for staff such as providing a new car and expense account is to enforce desirable sales performance. At McDonnell-Cummins Company‚ they hired Linda
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An Article Review on” Sales promotion- a missed opportunity for services marketers?” Introduction The research article which our group selected is available on International Journal of Service Industry Management‚ Vol 6 No.1.1995.pp.22-39. The article is written by two authors‚ Ken Peattle‚ Cardiff Business School‚ Cardiff‚ Wales and Sue Peattle‚ University of Glamorgan Business School‚ Treforest‚ Wales. The research paper is reviewed in two parts. The first part summarizes the overall contents
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Large investors and liquidity: a review of the literature Matthew Pritsker 1 Abstract A growing share of financial assets are held by large institutional investors whose desired trades are large enough to move prices in markets. Because large investors’ trades have “price impact”‚ asset markets are not perfectly liquid from their perspective. This illiquidity is likely to influence their decisions of which assets to hold and which assets to trade‚ and may influence how assets are priced. These
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antecedents of customer loyalty and retention‚ customer relationship management‚ based on performance of attribute in retail industry. A case study of ASDA is presented as concept proof. A detailed background of satisfaction of customer‚ loyalty and retention towards product or service performance represents the continuous challenges in the corporate financial gain and loss. Organisations usually consider enhanced customer relationship management (CRM) as a reputable asset to the core function of their organisation
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Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives 1. Sales Volume 2. Contribution to profits 3. Continuous Growth The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner
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