Which are the key factors that can contribute to successful sales through personal selling strategies in different industries? Sales Management May 31th 2013 Summary Introduction 3 I. Key factors 4 A. Selling Model 4 B. Value concepts 4 C. The performances 5 II. Comparison between two industries 6 A. Pharmaceutical industry 6 B. Car industry 7 Conclusion 8 References 9 Introduction Personal selling is a person-to-person communication with a prospect. Personal selling is a process
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Jefferson Pilot: Growing the Sales Force Discussion Questions 1. What are the advantages and disadvantages of using a career sales force versus an independent sales force? A career sales force that the company hires‚ trains‚ supervises‚ and compensates likely will be more loyal than an independent sales force. As the case notes‚ these career salespeople sell only JPF policies. They also learn and contribute to establishing and maintaining the organization’s “culture.” They learn how things work
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Discuss how societal forces influence the practice and theory of management. Do you think management techniques are a response to these forces? (Samson and Daft‚ 2009:78). Management‚ as defined by Davidson et al. (2006)‚ is “a set of activities including planning‚ decision making‚ organizing‚ leading and controlling directed at an organization’s resources (human‚ financial‚ physical and information) to achieve organizational goals in an efficient and effective manner” (p. 5). According to Bartol
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A critical discussion of marketing to the bottom of the pyramid The bottom of the pyramid refers to the 4 billion poorest people in the world who live on less than R25 a day and refers mainly to India and Africa which have the highest levels of poverty in the world. The BOTP can’t access global markets so have to pay more for products and services. Big companies don’t view them as a viable market- infact this group actually represents the biggest market in the world if companies can offer affordable
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Kramer Sports Case Study Overview of case As a result of Kramer Sports’ struggle to keep up with demand‚ decreasing profits‚ and fierce competition‚ the CEO‚ Tim Wilcox‚ decided to change the organization’s production environment to follow the lean production method. This method had allowed other companies to reduce their inventory by at least fifty percent‚ cut production costs‚ and improve customer satisfaction‚ quality‚ and employee morale. Since the bicycle production area involved
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threats. In the illustration of the Strategic Management Model‚ it shows how the external audit fits into the Strategic Management Process. Key External Forces External forces can be divided into five broad categories: * Economic forces; * Social‚ cultural‚ demographic‚ and environmental forces; * Political‚ governmental‚ and legal forces; * Technological forces; and * Competitive forces. Relationships among these forces and an organization are depicted in illustration
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Apple‚ Inc. Group No. 3 Stephen Combs‚ Elizabeth Hardee‚ Melissa Sutton February 12‚ 2014 The Company What better time to explore the past‚ present‚ and future of Apple‚ Inc. than at the celebration of Macintosh’s 30th birthday? Apple began in 1976 in Cupertino‚ California‚ when three men‚ Steve Jobs‚ Steve Wozniak‚ and Ronald Wayne‚ decided to start a company that specialized in personal computers. The company began as Apple Computer‚ Inc. The Apple I was the first product offered by Apple
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Building a Sales Force Digital Think’s Business * Provided Web-based‚ self paced training with built in interactive sessions. * Ease of access through internet and company’s intranet. * Offered coursed on computer programming‚ internet literacy and desktop publishing. * Was known for its high-quality‚ in-depth courses. * 3 sources of revenue: * Catalog Business * Customized training courses for companies * Website Sales * Website sales was a direct
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On September 1st 1939‚ the Nazis had invaded Poland. The life of the 15 year old girl‚ Clara Kramer‚ wasn’t ever bound to be the same again. Clara Kramer was a typical Polish teenager from a small town named Zolkiew where thousands of Jews resided. At the sudden uproar of World War II. Clara and her family decided it was a good idea to go into hiding. They were taken in by a family called the Becks‚ a Volksdeutsche (ethnically German) family from their town. Mrs. Beck was a Catholic woman who worked
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common types of the sales force organisational structures are discussed below: 4.1 Functional Organisational Structure A standout amongst the most widely recognised sorts of organisational structures‚ the functional structure which departmentalises an association taking into account the common jobs functions. Benefits: It provides an association with a useful structure would bunch the greater part of the advertisers together in one office‚ assemble the greater part of the sales representatives together
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