Total Pages: 4 Words: 1079 Sources: 1 Citation Style: Harvard Document Type: Essay
Essay Instructions: SALES & PURCHASING MANAGEMENT
1. What are the skills required by a sales force manager? Please draw a table and list the skills required under each heading and write a commentary below for each position explaining how the skills are relevant for his role.
2. Pls discuss the types of generic strategies and their effects on the sales programs. Pls illustrate your answer with a table and proper examples of how these generic strategies are applied to a sales program.
Excerpt From Essay:
Essay Instructions: Sales Force Management Case Study
Prepare a 1, 400-1,750-word case study analysis of Imaginative Staffing, Inc. located below. Based on this analysis, explain the different aspects of sales force management. Be sure to address the following in your paper:
? Summarize the case.
? Formulate answers to questions 1, 2, and 3 at the conclusion of the text.
? Analyze the key elements and processes of selecting and recruiting a sales force for the organization described in the case.
? Select an appropriate training modality for both initial and recurrent training for the organization described in the case.
? Describe the different methods that can be used to motivate the sales personnel of the organization described in the case.
?I'm not sure what's going on around me right now, but it seems as if somebody is trying to tell me something.? Angie Roberts, CEO of Imaginative Staffing, Inc., of New York City, was expressing her thoughts to her assistant, Nicole Gamin. Roberts didn't wait for an answer but continued, ?I met some marketing professor at a party the other night, and he seemed to think he was holding a class about what's new in selling. He kept babbling something about team selling. I wasn't sure what he was talking about at first. Maybe he had some professional ball team he wanted to sell to someone with more dollars than sense. But then I caught the drift that he was talking about a way to make sales presentations.
?Then last night I read an article in one of the trade journals about team selling. To top it off, my daughter informed me that she was forming a team with some of her Girl Scout friends to sell their cookies this year. Is there some kind of message for us in all this?? Roberts asked Gamin.
Gamin smiled and answered innocuously, ?Maybe so!? She had a long list of daily agenda items to go over with her boss and really didn't want to get involved with a discussion about the merits of team selling. ?Now let's go over what must be done today.?
?You're putting me off because you don't like me to mess up your plans for the day. Well, it won't work. I want to know more about team selling, so put it on the agenda somewhere for today,? Roberts insisted.
?All right, you're having lunch with your executive committee. Let's put it on the agenda for that meeting.? Gamin evidently had said the right thing because her boss immediately got down to the business at hand, planning the day. Mondays were always busy. Not only did all departments start each Monday with a short meeting to plan the week, but the head of each department met with the CEO for lunch, during which companywide matters were discussed. Roberts felt strongly that these Monday lunches were important. They allowed her not only to learn what was going on in the company but also to foster communications between her and the other managers in the organization.
Imaginative Staffing, Inc., was a temporaryservices firm in New York City. Formed in 1990, it had grown to $17 million in revenues. Besides herself and her assistant, Nicole Gamin, the company had a chief financial officer, a sales director, four sales reps, an operations manager, 10 account managers, five administrative assistants, and a receptionist.
One reason Roberts had perceived the teamselling messages was that for some time she had been frustrated by the length of time it took to close a sale with a good prospect. On average, it took about six months of hard work to make a sale to a major customer. One of the sales reps would make the contact and do all of the selling, sometimes with the help of the sales director if the situation seemed to warrant it.
Large and small corporations made extensive use of temporary help for one or more of several reasons: (1) to fill in for workers who, for some reason, were unable to work; (2) to handle overload conditions; or (3) to take care of seasonal peak workloads. In the current legal environment, many organizations were reluctant to hire permanent employees until there was a clear-cut, longrun need for them. Such factors as benefit packages, insurance, unemployment claims, and termination difficulties made management think seriously about hiring people as employees.
The lunch meeting proceeded smoothly as the group ate and disposed of the agenda items in order. When the last item, team selling, came up, members of the group looked at each other with puzzlement. What was it about? Only Susan Borland, the sales director, knew what team selling was. She was not eager to take the lead in the discussion, preferring instead to sit back to find out what was on Roberts's mind. She did not have long to wait.
The CEO began, ?You may wonder why I have put this item on the agenda, so I'll not keep you wondering. For some time I have not been satisfied with our selling effort. It seems to take too much time to gain the confidence of prospective accounts to the extent that they feel comfortable with us. We are relatively new in this market. They don't know us. I've heard and read about team selling as a system that might be of use to us. I want to know exactly what it is and if it is something we should be using.?
?It's interesting that you bring this up today because I just had a breakfast meeting with a sales team for Colony Cablevision,? Susan Borland said. She continued, ?As you know, I'm on the board of directors of my homeowners' association. We have more than 1,000 homes in our planned development, most of whose owners individually subscribe to a cable television system at an average cost of about $45 a month. Now we have been approached by Colony to enter into a bulk billing deal in which all the homeowners will be billed by the association at an attractive price, less than $20 a month for the package. Well, they flew in one of the top managers from their home office to join with the local manager, the local technical engineer, the local marketing manager, and the person who would be our account manager. Each of them made a presentation, and I must say it was effective. I think the board bought it. Anyway, at the time I wondered if this was something we should be doing.?
The meeting was interrupted by the receptionist informing several of the managers that their 1:30 appointments were waiting. As they stood up to leave, Roberts asked Borland to prepare a plan for developing and training a sales team for the group to consider at some meeting in the near future.
Susan Borland had been with the company from its beginning. In the early days she did whatever needed to be done, but as the firm grew and was able to hire people to do specific jobs, she devoted more and more of her time to sales. At first she was the firm's only salesperson, but as the company grew she was able to hire more sales reps and she spent increasingly more time in the office, yet she still helped the sales reps whenever they needed it. She was interested in her assignment and intended to get on it that afternoon with the help of her assistant, Judy Morgan.
After briefing Morgan about the team-selling assignment, Borland told her to go to the library and research the subject. ?Find out everything you can about it and who is using it.?
That evening, Borland was talking about the day with a friend and the conversation drifted into team selling. The friend, a sales rep for a leading software company, was familiar with the concept since his firm used it to sell to important accounts. He advised, ?Don't put too many people on the team, or things can get confusing to the prospect. On one of our first team sales calls, we had seven people in there pitching. It was a disaster. The prospect was overwhelmed with information, much of which was useless. Our people weren't trained. We had some of the programming people in there, and you can imagine their selling skills. They just wouldn't talk about what the prospect wanted to hear; they just talked in their lingo.?
Susan Borland listened. She had already decided who should be on the sales team, but now she realized that some of these people would require training.
1. Should Imaginative Staffing, Inc., adopt a team-selling system for selling to important accounts?
2. If so, who should be on the team?
3. What training would be needed by the team? To what extent should the team's presentation be planned?
Excerpt From Essay:
Essay Instructions: Sales Promotion Techniques used in the Clothing Retail Industry in India and Challenges Aheadâ€
a) to present a picture of clothing retail sector in India
b) to explain why there is a need to understand sales promotion practices by the sector
c) to understand what General and Managerial challenges it poses and provide recommendations.
Objectives of dissertation-
a)to compare usage across exclusive and multi brand outlets
b) to explore rationale behind sales promotion techniques by examining consumer behaviour.
2: Literature Review
a) The Nature of Competition
b) Buyer- seller relationships for promotional support in the clothing sector (Park, Haesun (2002)
c) The long term impact of loyalty programs on consumer purchase behaviour and their loyalty. (Liu,Yuping (2007)
d) The impact of loyalty programs on Repeat Purchase Behaviour. (B, Christophe ( 2006)
e) Consumerâ€™s perception different regarding quality, fashionability, product assortment, extent and quality of consumer service, convenience of location , payment options national brands and store layout. (H, Karen & A, Gomez (2005)
f) Push and Pull techniques in sales promotion.
g) Personalized versus Generic buying
h) Effectiveness of different types of sales promotion
i) please include some more relevent theories and studies
j) Competitive Strategy
k) Industry Context
l) Give rationale behind choosing six main exclusive and multibrand clothing retailers.
Six main exclusive and multibrand retail outlets will be selected for studying sales promotion practices. As the purpose of the study is â€˜exploratoryâ€™, sample of six is deemed fit as they would represent the population of organized clothing retail outlets in New Delhi- a metropolitan city of India. Being the capital city and commercial hub, it is the perfect place to do such research. However it should also be noted that the nature of activities is not likely to vary across different markets as most of the outlets are a part of chain and their head office typically endorse the budget and plans sales promotional activities to be carried out in promotional calendar for these outlets.
3: Research Design & Methodology
Research Questions and Objectives
Research Approach and Strategy
Primary Data Collection
Secondary Data Collection
Data Collection Method
4: Analysis of Indian Clothing Retail Sector
The Players (main six exclusive and multibrand)
Current State of Play
5: Primary Research Results
Summary of Interview (general and in depth)
General and Managerial Challenges
Areas for future research
9 : Bibliography
Interview; Questions and Responses.
( plz refer to my dissertation proposal which I will be sending by mail..!)
There are faxes for this order.
Excerpt From Essay:
Total Pages: 5 Words: 1517 Bibliography: 5 Citation Style: APA Document Type: Research Paper
Essay Instructions: Sales and Marketing
Consider Barkwood Pet Daycare..When a business professional reads this paper, he or she will have a clear understanding of your marketing strategy. The business idea should lend itself to a thorough discussion of all of the following elements. Points cannot be earned if mastery is not demonstrated.
Does the paper include a clear marketing message?
Is the marketing message effectively communicated throughout the marketing collateral?
Is the marketing strategy reasonable for the industry? Is it clearly presented?
Are the communication vehicles clearly presented and reasonable?
Include ads or brochures to demonstrate your advertising ideas.
Industry standards and best practices for sales projections are utilized where appropriate. If market standards are not used an alternative is recommended.
Details are researched and assertions are supported.
Earn points for using at least five academic or business sources (deduct 2 points for four sources, 4 points for three sources and so forth.)
Editing and Formatting
Grammar and spelling (deduct 1 point for each error up to 10 points; in other words, do not assign a negative value for this element.)
Readability (deduct 2 points for each error up to 20 points; in other words, do not assign a negative value for this element.)
Length: 5?10 pages including flowcharts, exhibits, and reference page.
Submitted to turnitin.com.
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