HARVARD CASES Case 14 WESCO Distribution‚ Inc. Synopsis In June 1997‚ Jim Piraino‚ VP of marketing for WESCO Distribution‚ Inc.‚ is preparing for a yearly review meeting with WESCO CEO Roy Haley. Haley wants the firm to reach annual growth goals of 6% to 8% in revenues and 12% to 16% in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts program‚ which WESCO has developed to serve its major industrial customers in response to recent
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Individual Assignment : Sales Ethics is an Oxymoron It is often disputed amongst business enthusiasts whether ‘sales ethics is an oxymoron?’ A few decades ago‚ understanding and fostering ethical decision-making in the business world wasn’t as complicated as it is today. It is argued that although individual factors play a significant role in the ethical practice of day-to-day business‚ ultimately it is up to management and the top-level hierarchy of a firm that ultimately sets the standards
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As the Vice President of Sales for the company I work for‚ I have to choice between two of the employees who have rose to the top out of ten possible candidates. Lisa Bell and Steven Bellach both have the qualifications to become the Area Sales Manager but I can only pick one. Some good qualifications that Lisa has are that she is persistent in her work‚ has been a member of the President’s club for five years‚ she has been asked to help plan sales meetings in the past and is inspirational to other
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I. Problem Definition Colgate-Palmolive (Colgate) needs to determine how Precision should be positioned in the tooth brush market. Colgate must decide what segment of the market to target and how Precision should be marketed to its target market. II. Solution Possibilities Colgate’s objective is to position and market Precision to fully utilize the products potential. To accomplish this objective‚ Colgate must determine what segment Precision should target‚ the super premium niche or the
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instructions‚ and who does with perfect accuracy‚ infinite patience‚ a flawless memory‚ and unimaginable speed (Savitch‚ 1989:3)” The most commonly used system by several companies is the sales system and inventory system creating a web-based system. Advanced system on sales provide more reliable recording of sales of the company with comparison to its actual cost. In addition‚ the data needed by the company to decide matters in relation to inventory can be easily generated. Moreover‚ the inventory
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Relationship Management The aim : v to manage customer relationships v in an organized way supported by the salesprocess v based on v methodologies v softwares v collaboration : open/web‚ integrated/company server‚ ... vResource SDRC : “0 Sales Process” PLM software 21/10/2012 2 Why do a company need a salesprocess? ? 21/10/2012 3 1 27/10/2012 Why do a company need a salesprocess? 1. “To guide company and salespeople the way to success 2. To appear a customer
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Current Position Jones Electrical Distribution (hereinafter Jones Electric) is currently facing an issue with cash flows‚ which will ultimately affect the overall profitability and growth potential for the company. The owner‚ Nelson Jones‚ is diligent in paying his suppliers within ten days in order to capitalize on a two percent early pay discount‚ but in doing so‚ has over-extended cash flows. Though the company has been profitable and growing over the past three years‚ its current lender‚ Metropolitan
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SAMPLING DISTRIBUTIONS |6.1 POPULATION AND SAMPLING DISTRIBUTION | |6.1.1 Population Distribution | Suppose there are only five students in an advanced statistics class and the midterm scores of these five students are: 70 78 80 80 95 Let x denote the score
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SALES Current Situation Products Red Bull has expended their product line from the original Red Bull Energy Drink to Red Bull Sugarfree‚Total Zero‚Energy Shot‚and most recently‚Red Bull Editions.Red Bull Editions is their line of fruit flavoured drinks which include cranberry‚lime and blueberry.Red Bull products continue to gain popularity with an increase in product sales of 12.8% in 2012‚resulting in 5.226 billion cans sold worldwide (Red Bull‚2013).And if we overwiev Red Bull sales statics;number
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Simulation game (Beer Distribution Game) to understand the actions of simple and widely use of this system in the Supply Chain Management (SCM). The Beer Game was developed in the 1960s at the Massachusetts Institute of Technology’s (MIT) Sloan School of Management (Sterman‚1989; Senge‚1992)‚ it has been successful to attract the attention of SCM practitioners and academics. The layout of the Beer Distribution Game (BDG) is illustrated in figure 1 below. Figure 1 Beer Distribution Game Layout
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