Sales manager is an important position in a company. He does not only focus in sales alone‚ yet he needs to set sales objectives‚ forecasting‚ budgeting‚ organizing and salesforce’s recruitment. In order salesforce to achieve it objective‚ sales manager needs to create a positive environment for his salesforce. According to Barker (2001)‚ salesperson’s behavior is influenced by three groups of antecedents - activities of sales manager‚ characteristics of salesperson and an appropriate sales organization’s
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Industrial Selling Environment 3 Exogenous Variables: 3 Endogenous variables: 3 FOUNDATIONS OF PERSONAL SELLING: AN ORGANIZATION CUSTOMER FOCUS: 5 Promotion and role of personal selling: 7 Personal selling: the conceptual framework: 9 Stages of the selling process 9 Personal selling and Competition: 12 Scene 1: NEW FIRM‚ NEW PRODUCT LINE/MIX 13 Scene 2: NEW UNKNOWN FIRM AND OLD‚ ESTABLISHED PRODUCT CONCEPT 14 Scene 3: OLD FIRM‚ NEW PRODUCT-SERVICE 14 Scene 4: OLD FIRM‚ OLD PRODUCT/SERVICE 14 SALES PLANNING:
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March). The Team Role Test: Development and validation of a team role knowledge situational judgment test. Journal of Applied Psychology‚ 93(2)‚ 250-267. Retrieved April 3‚ 2008‚ doi:10.1037/0021-9010.93.2.250 The problem addressed by this study was vaguely stated in the title but very much related to the objectives of the study. The researchers proposed that the movement to team-based work designs in organizations has created specific challenges to managers responsible for staffing teams with individuals
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Sales Force of a company is often called the ’face of the company’ because they are the ones who actually face customers on the behalf of their business. And in terms of an insurance company‚ the sales force would be considered an important aspect of the business. Therefore‚ the need of effectively managing the insurance sales force also rises in importance. Effectively evaluating the performance of the sales force is necessary to figure out the loopholes in the performance and to devise ways to
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stolen wallet Victim: Officer‚ I’d like to report a crime. Police: Can you tell me what happened? Victim: I was in the market when somebody pick-pocketed me and stole my wallet. Police: Can you describe the person who stole your wallet? Victim: Yes‚ it was a slim man‚ about 180cm tall with short‚ brown hair. Police: What was in the wallet? Victim: A credit card‚ £65‚ my driving licence and my house keys. Police: What time did this happen? Victim: About 2pm. Police: Were there any witnesses? Victim: I
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Shakespeare’s‚ King Lear‚ the Fool plays three major roles. One of these roles is of an "inner-conscience" of Lear. The Fool provides basic wisdom and reasoning for the King at much needed times. The Fool also works as amusement for Lear in times of sadness and is also one of the only people besides the Duke of Kent and Cordelia who are willing to stand up to the King. The Fool works as the "inner conscience" of Lear throughout the play. The Fool shows Lear the side of reasoning
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In Shakespeare’s play “ Macbeth”‚ the two characters who are most captivating without a doubt are Macbeth and Lady Macbeth. Since the first moment we are introduced to them‚ they captured our attention with their unusual personalities and roles in their relationship. Being that the play takes place in medieval times‚ one would think that Macbeth would be the head in his marriage leaving little to say for Lady Macbeth. However‚ Lady Macbeth often seems to resemble a puppet master with the way she
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tragically’. – Wilson Knight Evaluate this view by exploring the role of the gods in ‘King Lear’. In King Lear ‚ Shakespeare cast off the Christian setting of one of his main sources‚ The True Chronicle History of King Leir ‚ and chose the pre-Christian environment of primitive Britain. This allowed for the play to strip away any sense of formalized religion‚ which would remove constraints upon the essential questions the characters in the play ask‚ as well as limiting them to overarching and important
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grassroots groups for sustainable development. OneWorld: Please throw some light on the issues you work on and the approach you follow. Dr Kalpana Sankar: The main overarching theme where we work is poverty eradication. We feel that a multi pronged strategy is required as poverty itself is multi-dimensional. Hand in Hand focuses on child labour eradication and making poor people self-reliant. We work through Self Help Groups to provide livelihood opportunities for the poor. They lack information about
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Although Cordelia appears in Act I‚ Scene I and disappears until Act IV‚ she has an enormous impact on the play as a whole. It is generally acknowledged that the role played by Cordelia in King Lear is a symbolic one. She is a symbol of good amidst the evil characters within the play. Since the play is about values which have been corrupted and must be restored‚ it is not surprising that the figure who directs the action must be embodiment of those values which are in jeopardy – love‚ truth‚ pity
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