preferred strategy to increase sales of a repertoire brand is to seek new customers in order to gain a larger market share. First and foremost‚ many marketers considered brand loyalty as the central theme in formulating marketing strategy for the various market types. Organizations with larger base of loyal customers ’ have been associated with greater profitability and higher rates of return of investment (Buzzell et al. 1975‚ p. 98). The measurement of brand loyalty varies in different market
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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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1. Introduction In the module strategic hospitality management an analysis of the company YUM! Brands‚ Inc. will be made. The second week of the module especially focuses on the internal analysis of YUM!. In order to understand the internal analysis process‚ books are red on the topic. This will be done in order to define the strengths and weaknesses‚ resources‚ capabilities and the development of competitive and strategic advantages. The lectures and workshops provided important information and
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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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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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Introduction. Sales Force Automation is a technique of using software to automate the business tasks of sales‚ including order processing‚ contact management‚ information sharing‚ inventory monitoring and control‚ order tracking‚ customer management‚ sales forecast analysis and employee performance evaluation(Thomas‚ M.S & Michael‚ S.M 1996). This revolution that is sweeping through society is changing the nature of selling. For last 150 years‚ traditional selling process bases on the two ways communications
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CASE IBM : Restructuring The Sales Force In 1993‚ IBM’s Board of Directors decided the time was right for dramatic action. The once proud company had seen its sales fall from almost $69 billion in 1990 to $64‚5 billion in 1992. In the same period‚ profits plunged from $5‚9 billion to a loss of $4‚96 billion. In April 1993‚ the Board hired Louis V. Gerstner‚ Jr. to serve as its new Chairman and Chief Executive Officer and to turn the company around. Just three months into the job‚ Gerstner announced
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Introduction Managing sales is not difficult while a company is small. However‚ when sales start to grow‚ it is very hard to manage enlarged sales workflow as effectively as before. It is because the increasing number of sales tasks‚ the number of regions‚ customers and products. It is taxing for salespersons to handle sales grows without a special system for planning‚ tracking‚ analysing‚ reporting‚ and controlling all aspects of sales activity‚ projects and tasks. Therefore‚ various sales management systems
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Background Information: The case is about the dilemma of a product manager of a pharmaceutical company‚ regarding the name of a new product that has failed to capture the market as expected. The case talks about brand extension of an existing brand which has a strong customer base in the field of neurology. It is named after the core brand so that it could enjoy a good brand recall. After completing the market research‚ the teaser campaign is started to attract the target segment i.e. gynecologists
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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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