BMBM 32113 Sales Management Caselet5.1: Managing Buying Dynamics at Hughes Aircraft Lecturer Name: Ms. Santhi Govindan Group Members: Eng Chien Ting 1100843 Lai Shu Juan 1200836 Eo Yiling 1200865 Dipaq Raj 1000120 Ang Lean Thai 1100210 Muhammad Fadli 1100620 Table of Contents Cover page ------------------------------------------------------------------------------------------- pg 1 Table of
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surround • How does a salesperson find out what a customer wants? • How to match goods and services to the customers requirements • Product information • Customer care • Customer feedback • Promoting the product • Salesperson as first point of contact • Finally create a Definition of personal selling Product surround • Unique to this product‚ brand name‚ reputation of the company‚ reliability of the product‚ how the product fits with the lifestyle of the buyer. • A good salesperson will link the product
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effect manner possible. Arrive at a mutually beneficial agreement. Properly done by the salesperson‚ they create a strategic customer relationship or a formal relationship with the customer‚ the purpose of which is the joint pursuit of mutual goals. Strategic goals for a customer typically include reducing costs and / or increasing productivity‚ sales and profits. 1. Strategic needs The salesperson that understands the full range of the customer’s needs is in a much better position to provide
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Comfortability 10 10 100 8 10 80 Durability 10 10 100 8 10 80 Moisture 10 6 60 10 6 60 Stain-Resistance 10 8 80 10 8 80 Cost 6 10 60 8 10 80 Overall Evaluation Score 500 440 From the data that we have acquired using the multiattribute model‚ as salespersons‚ the following will be the strategy that we will be implementing in order to resell the Higher-grade Nylon Velvet seating. 1. Present and compare the features of the Higher-grade Nylon Velvet and Lower-grade Vinyl Fabric through the use of a Powerpoint
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answered when the salesperson is trusted? 2) Identify and describe the five characteristics of a salesperson that help that salesperson to earn a customer’s trust. How can a salesperson demonstrate each of the characteristics? a. Expertise‚ compatibility‚ customer orientation‚ dependability and candor 3) In order for salespeople to earn customers’ trust‚ they must be knowledgeable in several different areas. Identify and briefly describe the various types of knowledge a good salesperson should possess
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the description of Bern Fly Company’s case‚ the internal control within the company leaves much to be desired. As it can be read in the case the salespersons get commission promptly after each order taken by their customers without any control to check if that order is real or only a fictitious one. This scheme gives the opportunity for the salespersons to get very easy money by simply making fake orders and then cancelling them once they got the commission for that order. They can even act in collusion
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AMERICAN UNIVERISTY OF SHARJAH The Importance of Ethos at Louis Vuitton The Relationship of Aristotle’s Theory of Ethos and LV’s business strategy Julie M. Doughan 1/16/2011 “The Importance of Ethos at Louis Vuitton” analyzes the relationship between Aristotle’s theory of ethos and Louis Vuitton’s business strategy. The research explains Louis Vuitton’s marketing strategy‚ and how Aristotle’s theory of ethos‚ combined with business models‚ helps achieve competitive advantage in the
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/* * To change this template‚ choose Tools | Templates * and open the template in the editor. */ package bossia4; /** * * @author Holly */ public class CompareTotals { private double salary‚ commissionRate‚ incentiveRate
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MKTG 311 Objective: The objective of this project is to give you the opportunity to get some practical insight into professional selling by interviewing a professional sales person and observing him/her perform the basic selling techniques in a real life situation. You will then apply the concepts that you learned in this course by documenting your findings and observations in a report based on the format provided. Value: 30% of final grade. Due Dates: Sec
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million) Integrated:50 Acc. * 100 = 5‚000 Clustered:500 Acc. * 20 = 10‚000 SMB:5‚000 Acc. * 5 = 25‚000 TOTAL Revenue = $ 40‚000 B) Sales Budget Integrated: 4% x 5‚000 = 200 Clustered: 3% x 10‚000 = 300 SMB: 2 % x 25‚000 = 500 How many Salespersons ?: Integrated: 50 Accounts x 1/ 1Acc. = 50 Managers Clustered: 500 Accounts x 1/ 5 Acc. = 100 Managers SMB: 5‚000 Accounts x 1/ 20 Acc. = 250 Managers TOTAL = 50 + 100 + 250 = 400 Managers reporting Tom’s organization is customer orientated
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