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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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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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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newly appointed as chief executive officer of Gillette Co.‚ replaced two-thirds of the company’s senior management team and trimmed 3‚700 jobs‚ more than 10% of the company’s work force. Employees of the century-old company thought they had seen the shake-up of all shake-ups. Just wait until they see what Procter & Gamble Co. could have in store. In announcing the $52.4 billion takeover of Gillette‚ P&G’s CEO‚ A.G. Lafley‚ said he planned to "learn a lot from the people at Gillette" and talked about
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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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Procter & Gamble: Organization 2005 (A) [Piskorski & Spadini‚ 2007] September 25‚ 2012 Case Discussion Questions These questions are mainly for class discussion. However‚ they will also be quite helpful in preparing for the quiz. The possible essay questions for the exam have already been sent in the guidelines for the first exam. U.S. Divisional Structure in 1955 (Diagram 1) 1. What are the benefits of organizing by product rather than function? By using the product strategy
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Proctor and Gamble (DRAFT) Case Discussion Questions What strategy was Proctor and Gamble pursuing when it first entered foreign markets in the period up until the 1980’s? • In 1915 opened a plant in Canada to produce Ivory Soap and Crisco • In the 1970’s P&G entered Japan and other Asian Nations. • Strategy- P&G entered a nation by acquiring an established competitor and its brands. i.e. case of Great Britain and Japan. • Strategy- the Company developed new products in Cincinnati and then
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such as the human system‚ or other managerial policies need to be considered in a process redesign? 2) What do you think was the reaction of the brand managers‚ who may have worked under the old system for many years‚ when the category management structure was installed? 3) As a consultant‚ would you have recommended a top-down or a bottom-up approach‚ or both‚ to process redesign and organizational change? 4) What are the advantages and disadvantages of each approach. How should Mr. Durant assess
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Decision Making: The CEO and Organizational Culture Profile Proctor and Gamble: Leadership and Organizational Behavior/BUS 520 January 31‚ 2014 Dr. Jelena Vucetic Proctor & Gamble or P&G for short was formed in 1837 in Cincinnati‚ Ohio by two brothers in law who were originally makers of soap and candles. Proctor & Gamble is a global‚ publicly traded Fortune 500 company. They operate in over 180 countries. Proctor and Gamble has 50 leadership brands including Tide‚ Charmin‚ Joy and Gain. P&G
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