Product: For most customers‚ a product is not only the product itself (the core)‚ but also the services and intangibles that surround it (the product surround). The surround includes: Before and after sales service. Delivery. Availability. Advice. Finance. Guarantees and warranties. Quality perceptions. Value perceptions. Reputation and brand name. Other user’s recommendations. Price: Pricing is important for several reasons: The price charged will determine margins and‚ in the end
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Assignment in Sales management 1. What is Sales Management? -Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm’s sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. 2. What is salesmanship? -Salesmanship is a personal action or effort on the part of an individual which is intended to bring about
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Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives 1. Sales Volume 2. Contribution to profits 3. Continuous Growth The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner
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A manager has several functions in any given establishment or enterprise. These functions of a manager define the manager’s responsibilities and duties in the running of a company. The main function that is of critical importance is one of control. Control is important because it is the only way managers know whether organisational goals are being met and if not‚ the reasons why. Control entails setting standards of quality‚ comparing actual performance with required performance standards and
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Learning objectives FINM 7401 Seminar 1: Introduction to financial management Ethics in finance Readings: Ross et al. Chapter 1 Copyright © 2014 McGraw-Hill Education (Australia) Pty Ltd Ross‚ Essentials of Corporate Finance‚ 3e 1-1 Discuss the basic types of financial management decisions and the role of the financial manager. Identify the goal of financial management. Compare the financial implications of the different forms of business organisation Describe the conflicts
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Sales Management Example Next month you are going to be hired to the position of sales director (CSO) at IT Company. At the moment you work in telecommunications. Your new company is offering professional solutions for computer and networking systems‚ business solutions‚ support and consultancy. You are in B2B environment. Your clients are from Telecommunications‚ Finance‚ Manufacturing‚ Energy suppliers and Retail. You have 50 people in sales throughout the Adriatic region. How are you going to
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N ot Promotion‚ Sales Management‚ Direct Marketing& P.R July 24‚ 2012 • Direct marketing • Interactive marketing • Word-of-mouth marketing • Personal selling D o N ot C • Advertising • Sales promotion • Events and experiences • Public relations and publicity op y Modes of Marketing Communications op y What is Sales Promotion? D o N ot C Sales promotions consist of a collection of incentive tools‚ mostly short term‚
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Logistics 1 – Introduction to Logistics Case 5-1 “Johnson Toy Company (1) From the standpoint of an individual concerned with accounting controls‚ discuss and evaluate Johnson Toy Company’s present policies for handling returned items. From the accounting control perspective‚ the financial records are evidently inaccurate leading to poor overall control‚ e.g. Greg Sullivan confidently indicated that his records shows 2.6 million Jungle Jim dolls are in stock for recycling; however‚ Carolyn
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Genesis: SALES ORIENTATION STAGE OF MARKETING Selling: It refers to an art of persuasion by means of preaching attributes of the products / service so that need can be created among prospective customers and purchase can be made by them. Sales Management: Sales management originally referred exclusively to the Direction of sales force personnel who undertake the responsibility of selling. According to AMA: “Sales management refers to the planning‚ direction‚ and control of personal selling including
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V. ASSESSING INTERNAL ENVIRONMENT A. Assess all Functional areas using the internal checklists Management Audit Checklist – Give an example for each response (provide justification and/or support for your answer) 1. Does the organization use strategic management concepts? | Shells 2013 goals for growing its company both up and down stream (Cite http://www.shell.com/global/aboutshell/media/news-and-media-releases/2013/competitive-and-innovative-strategy-31012013.html) | 2. Are organization
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