Haverwood Furniture‚ Inc. Q1 How would you characterize the HH wood Furniture Industry? • Haverwood L Room & Bedroom • Haverwood has own sales force 10 sales/ 2 Reg • Upholstered 50%/ Wood 40% • Total Ind Sales 3 Mil • Top 10 Wood Manu = 1/3 of total sales • Asia imports driving down prices (BPuerto) • US Manu downsized – 100 Manu • $15 million sales = 6% mkt share • Hwood uses 1000 specialty style (Selective distribution) • Gallery concept prevalent • Do not have full line in all retailers
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to monitor sales transactions. As a solution to the problems‚ the proponents suggests to create a sales monitoring system that will help Maine Haven Enterprises to automate the storage of information and manage the sales as well as to minimize errors of manual computations. The proposed system monitors the business income‚ and generates accurate information regarding the sales and breakdown of expenses. The proposed system has the capability to automatically compute the total sales of the business
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P1 describe the role of sales staf Sales Techniques • Face to face sales – personable‚ easier to engage • Telemarketing: - don’t need to be physically seen Inward – customers call you Outward – you call potential customers • Drop-in visits Avon / Betterware – drop brochure of Wholesale – trying to sell your product to stores Role of sales people • Describe the product surround • How does a salesperson find out what a customer wants? • How to match goods and services to the customers requirements
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440 Case 2 – Application Controls a) A sales person should not be able to change the selling price of products without management authorization. Each time a product’s price is reduced beyond its sales price the manager should have to physically come up to the register and authorize the transaction. If the company implemented this segregation of duties control the salesperson could not get away with reducing the price of products to increase gross sales. b) A manager or someone else of authority
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Chapter 6 Sale Force Structure 1. How many sales force in your organization? 2. What structure does your company use? Why? 3. How does this structure work? 4. Which part of the structure does the company most focus on? 5. What are the advantages of this structure to the company? 6. What are the disadvantages of this structure to the company? 7. What types of sales force organization structures does your company apply? 8. How do you divided your team? What regulations you use? 9. How does you manage
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MedTronic Assignment 1. How is the sales force at MedTronic structured? The sales force at MedTronic is very involved with their clients. The sales people have to be heavily invested (emotionally as opposed to monetarily) in their product so they can offer the best service and be successful with sales. Each sales team member is given the chance to work on landing new clients and in doing so is expected to go above and beyond to support that relationship in any way possible. By building up
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NISSAN SALES & SERVICE WAY BPM case study user [Nissan] 22-Feb-12 Case Study: NISSAN SALES & SERVICE WAY Current Strategy: The PEST Analysis of Indian automobile industry clearly indicates the strategic importance of Indian automobile industry in the global arena. This is one market which can change fortunes for any automobile company including Nissan. Nissan realized this and decided to enter the market
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Aspect of sales management that you are going to look at? |Why is this aspect important? Which questions are you going to ask? Priority of the aspect? | | |Customer analysis |This aspect represents the key success factor in assessing the business and setting the future goals | | |both in terms of customer planning and meeting the customer needs through organizing and reallocating | |
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Title: Sales & Distribution Management of Reckitt Benckiser (Bangladesh) Ltd.: A Study on Rajshahi Territory. Introduction: Reckitt Benckiser is the world’s No.1 Company in household cleaning products‚ (excluding laundry detergents) and a leading player in health and personal care. Reckitt Benckiser truly a global company with a consumer-oriented vision‚ operations in 60 countries‚ sales in 180 countries and net revenues in excess of £3 billion/$4.2 billion The company was incorporated
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Jack Johnson was beginning to realize that retaining long-term customers was becoming a challenge. During a delivery run yesterday‚ driver Joe Stevens had noticed a competitor’s sales manager talking with the general manager of Saver Superstore‚ one of JBI’s largest customers. Then‚ that morning‚ Johnson’s sales manager‚ Marsha Ketchum‚ had mentioned that‚ during her visit with the same general manager on Wednesday‚ he was starting to make some noises about wanting to negotiate a lower price
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