...Lecture 1 INTRODUCTION TO SALES MAG’T Nature of Personal Selling and Sales Management Personal Selling involves the two way flow of communication between a buyer and the seller, often in a face to face encounter, designed to influence a person’s or group’s purchase decision’ (Roger A. etal). It is a highly human intensive activity. The tasks involved in managing personal selling include; Setting objectives, organizing the sales force, recruiting, selecting, training, compensating sales people and evaluating the performance of the sales people What does sales management involve? 1. Planning the selling programme 2. Implementing the programme 3. Controlling the personal selling effort of the firm The role of Personal Selling in Marketing * Sales people critical link between firm and its customers * In the customers’ eyes sale people are the company * Play dominant role in the overall marketing programme. Relationship Selling: a practice of building ties to customers based on sales person’s attention and commitment to customer Involves mutual respect and trust. Focuses on creating long term customers, not on one time sale Partnership Selling/Enterprise Selling Buyers and sellers combine their expertise and resources to create customized solutions. Commit to joint planning, sharing of customer competitive and company information for mutual benefit X’tics of Modern Selling * customer retention and deletion * Data base...
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...Teamwork and Motivation By James B. Danquah BUS 520: Organizational Behavior and Leadership Dr. Damita Goods Strayer University May 24, 2013 Abstract Hyper competition among businesses continues to increase the importance and relevance of employee motivation. This is essentially because employee motivation grants tangible benefits to the employee as an individual and consequently to organizational growth. One of the challenges facing management in the face of global competition is the designing of appropriate motivation plan that can ensure employee satisfaction and growth of the business. This paper therefore attempts to design an appropriate motivation plan for Danquah and Sons, a small manufacturing company based in Baltimore, Maryland that produces WooWoo, a widget. The motivation plan will encourage high employee job satisfaction, reduce turnover rate, increase productivity and improve quality of work. The paper proposes two methods for all employees at Danquah & Sons and looks at ways to motivate the ordinary factory low rate worker, his relevance and the need for teamwork. Theories of Motivation and Motivation Plans (Schermerhorn et. al 2012) defines motivation as “forces within an individual that accounts for the direction, level, and persistence of a person’s efforts expended at work” (p. 102). Social Scientists have developed many motivation theories, notable among which are Maslow’s hierarchy of needs theory that views human needs as...
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...\\ ANDHRA PRADESH BEVERAGES CORPORATION LIMITED HYDERABAD RTI ACT INFORMATION HAND BOOK A.P. BEVERAGES CORPORATION LTD., 9 & 10, Proh. & Excise Complex, M.J.Road, Nampally, HYDERABAD-1. 1 ::1:: ANDHRA PRADESH BEVERAGES CORPORATION LIMITED 1.0. INTRODUCTION: The Andhra Pradesh Beverages Corporation Limited (APBCL) was established in the year 1986 as a fully owned undertaking of the Government, with the main objective of supplying hygienic packed arrack to the licensees and is incorporated under Companies Act,1956. The Corporation had set up 22 field units for carrying arrack operations at capital outlay of Rs. 32.65 crores, various district locations with a total which includes buildings and civil works. The various fixed assets like Plant and Machinery other than buildings valued at Rs. 24.70 crores were transferred to the Corporation in the form of Debt and Equity in the ratio of 2:1. The authorised share capital of the Corporation is Rs.10 Crores and the paid up share capital as on date is Rs.833.37 lakhs. The erstwhile Arrack Bottling units are converted into IML Depots for the wholesale trading activities of IML & BEER. 2.0. OPERATIONS: 2.1. ARRACK PACKING OPERATIONS: (from 1-1-87 to 30-9-93) The Corporation commenced its commercial operations on 1-1-1987 and successfully handled the arrack packing operations from 1.1.1987 to 30.9.93 i.e. till the imposition of ban on arrack by the Government. 2.2. WHOLESALE TRADE OF IML & BEER: (from...
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... and Boyer THE EVOLUTION OF THE FIRM David Jeter and Nate Jackson started a small general law practice in 1992 near Sacramento, California. Prior to that, the two had spent five years in the district attorney’s office after completing their formal schooling. What began as a small partnership—just the two attorneys and a paralegal–assistant—had now grown into a practice that employs more than 27 people in three separate towns. The current staff includes 18 attorneys (three of whom have become partners), three paralegals, and six secretaries. For the first time in the firm’s existence, the partners feel that they are losing control of their overall operation. The firm’s current caseload, number of employees, number of clients, travel requirements, and facilities management needs have grown far beyond anything that the original partners had ever imagined. Attorney Jeter called a meeting of the partners to discuss the matter. Before the meeting, opinions about the pressing problems of the day and proposed solutions were sought from the entire staff. The meeting resulted in a formal decision to create a new position, general manager of operations. The partners proceeded to compose a job description and job announcement for recruiting purposes. Highlights and major responsibilities of the job description include: • Supervising day-to-day office personnel and operations (phones, meetings, word processing, mail, billings, payroll, general overhead, and maintenance)...
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...Case study: Warbings Office Systems Plc Background Warbings Office Systems is small but rapidly growing company, focusing on delivering and supplying office based products to a target market of small businesses in the U.K. and, increasingly, Europe. As the trend for homeworking continues much of their new business is in supplying office materials to individuals working from home. Currently offering some 18,000 different product lines in store and 39,000 via catalogue ordering, it intends to double its product turnover in the next three years by increasing its web-based ordering capabilities. With the marketing strapline ‘you need it we’ve got it’, Warbings aims to make office supply shopping as easy as possible for customers. Priding itself on being a ‘thoroughly modern company with old traditions,’ Warbings has used technology to evolve into a customer-focused business, striving to give each customer a ‘personal service second to none,’ with a variety of different, but easily accessible, ways of ordering and receiving products tailored to their individual needs. The more cynical of their staff occasionally reflect that the customers even dictate the lavatory breaks and bedtimes of the Warbings’ employees. Graffiti on one of the depot walls, that intriguingly reappears every time it is removed, says ‘you need it we bleed it’ and occasionally ‘Wosp stings’. The Warbings CEO is passionate about delivery and customer care and he is convinced that the way in which...
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...IT’S MY BIKE Debbie Martin was overjoyed when she was selected the new Supplier Quantity Manager for the commercial product division of Cold Air Corporation. In this role, she was responsible for monitoring the quality of component parts for twelve production lines scattered throughout the large manufacturing plant. When she started the new position, Debbie knew she would be faced with many opportunities and conflicts. Her immediate supervisor, the manager of shipping and receiving, was not known as an easy person to work for. He expected his subordinates to have a take charge attitude and to avoid bothering him with trivial issues. What Debbie had not envisioned was just how trivial and non-productive some of the conflicts in her new position would be. She certainly had not expected to be on the verge of a fistfight. Debbie was just starting her shift when she received a telephone call from Ronnie, one of her subordinates. Ronnie was a purchasing parts inspector, and was responsible for inspecting certain incoming parts for all production lines in the plant. He was complaining that the Airhandler Quality team had borrowed “the bike” for a special project and would not return it. He reminded Debbie of his current project and how covering the entire 15-acre plant on foot would only delay completion of the project. Debbie rolled her eyes as she thought about the logistics of inspecting component past’s three separate buildings. She also realized that Ronnie had a...
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...technologies and the efficiency achieved by computer systems and would welcomeadvice on the acquisition of hardware, software and network items to augment her existing systems inorder to meet the company’s growing needs. The company has a budget of £100,000 for this project. The company currently consists of the following departments (all located in the same open space office): The sales Manager who is responsible for dealing with Maritime companies. She is assisted by asales assistant, equipped with a laptop but with no ability to access the web. This department iscurrently the only one with a connection to the Internet and with access to the company’s commonemail. The General Manager who is responsible for the general operation of the company. She tradeswith suppliers all over the world in order to ensure the best prices of goods for the company’sMaritime shipping clients. For client communication, she uses plain telephone services and a faxmachine. She keeps all the clients’ invoices in an Excel file that has no access to the web or anybackup devices. The manager recently hired an assistant who was given a modern laptop, butagain with no ability to access the web. The company recently obtained funding to expand its operations. They will soon start hiring more people,and expand in an additional office that is located beneath their current...
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...The Corner Store Flaw Amber l Remsing March 10, 2016 Abstract I worked as a manger for a company named the Cracker box LLC, for 3 years and then we were bought out by a Texas company and then renamed it the Corner store. The cracker box was a family owned store, where as almost all decisions were made by us managers of each store. When we were bought out and changed by the Texas company it was an actual corporation, so you can imagine the changes that were made, and this is what the discussion and argument will be in this essay. The Corner Store Flaw When I became manager of the cracker box after being the assistant manager for a year, I already knew the formalities of my position very well. Free will was never an issue, we were allowed to make almost all decisions for our stores by ourselves. As long as our daily paperwork and gas readings matched up as well as our lottery we were left alone by whom we called the “big boss”. Also such as who we hired and whom we fired, writes ups, promotions basically like I stated mostly all decisions. Then came the switch over, a complete switch forty- five days straight working not one person could miss one of those days. They came in and completely changed everything upside down and inside out. Our computer systems, ordering processes, the inside of the store setup, and even the outside of the store was completely repainted and color changed. Then everything was in place and the classes begun which started the discussion’s and...
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...Memorandum - Compliance Training Virginia Sacco University of Phoenix Project Planning and Implementation CMGT 410 Steven Jarvis November 25, 2012 Memorandum - Compliance Training TO: Manager FROM: Virginia Sacco DATE: November 25, 2012 SUBJECT: Memorandum – Compliance Training As one of the Training Officers (TO) for the company in last week’s training meeting it has been brought to my attention that there will be a rollout of a new companywide information system that will require additional training. The new system will impact the branch offices throughout the company worldwide therefore it is imperative that everyone receives adequate training. The training can be completed in roughly 10 hours. Completing the training will be difficult primarily for branch managers (other employees will be scheduled to complete the training) as branch managers do not typically have much flexibility in their schedule therefore we did discuss how to implement ways to offer the mandatory training. Excessive time was spent during the meeting to discuss how to best implement the required training such as conducting a centralized training sessions, offering CBTs (Computer Based Training), VTC (Video Teleconferences), deploying System Matter Experts and/or Training Officers to conduct OJT (On-Job-Training). Centralized training sessions would require a lot of organization of a region to have all mangers to attend therefore it is not a mandatory option but it will be an...
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...the Livewire Company as General Manager and has turned the company from being a loss-making company into a high-profitable organization with an exciting range of new products. Nikos Takakis, CEO of the Livewire Company, received some information about a number of problems have arisen involving Carl Thomson. 1. About three months ago Bob Dexter, senior manager, told Nikos Takakis, that Carl Thomson meets Monica Kaminsky (Designer manager from rival company); 2. A few weeks later, Nikos Takakis found out by chance that Carl had advised a friend to buy shares in Livewire just before it announced some excellent annual results (profits had risen by almost 40%). Livewire’s share price rocketed and the friend made a quick profit; 3. Last week Nikos received e-mail from his marketing director about an electrically operated can opener, code-named DC01, which Livewire is about to launch; 4. This morning Nikos received a formal complaint about Carl from his Personal Assistant Valerie Harper. Now, I’d like to give you my vision of the problems. First of all, according to information, which I could read in the case, there is no evidence. We can’t see Carl’s labor contract, therefore we can’t see what point of this contract he broke, so technically we can’t fire him. Secondly, reading the Bob’s and Nikos’s conversation we can find the Bob’s words: “there’s rumor going round”, it means that we can’t prove that exactly Monica (Designer Manager) and Carl lead the industrial espionage...
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...Alternative strategies One of the alternative strategies can be use to solve the problem is giving advice to John Higgins. Leonard Prescott, vice president and general manager of weaver-Yamazaki Pharmaceutical of Japan can meet john Higgins his executive assistant privately to advice him about his working customs. As we know, John Higgins working custom is more on Japanese work customs and Prescott want it to be change. There are many examples in the case that shows Higgins work customs toward Japanese works customs. Like example, Higgins less fired unproductively workers, listening personal problem form subordinates, and basing promotion on seniority. Prescott want john Higgins to adapt American work customs in that company. Prescott believes American work customs is universally right and more effective than the Japanese works customs. Higgins need to use American system or value to present the American work customs. Besides that, Prescott can send John Higgins back to parent company in America. Higgins will slowly realize that his work custom is different with other workers and will change it to American work customs. Working environment in America will change Higgins work customs totally from Japanese customs to American customs. Japanese work custom will not suitable in the American company. Higgins will also realize that he make a mistakes in Japan because not using American work customs. We can see there are many different aspects between American and Japanese work...
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...As i am working in BP as a sales assistant at Whittlesford Bridge Cambridge CB2 4DH, i always ask my manager that is there any graduate opportunity did come which I can apply because BP is global company almost everywhere in the world BP have got their won franchise. However because of that I can be travel everywhere in the world which will give me a different type of experience. Also BP is very well known company towards every people in the world and also I will be glad to be a part of their company and my family will be proud of me if I able achieve this opportunity. To get internship in BP will be a very great opportunity for everyone. I have done voluntary work within in a team for the flood affected in Bangladesh which has given a very miserable experience in my life. Also I think I am so lucky that I have got opportunity to study in UK in (business management), so when I go to holiday in my country I feel too unhappy when I make comparison between United Kingdom and Bangladesh which is a developing country. However in this situation I always try to share my knowledge, idea, or try to create a new strategy for helping them also if I get a little success from it I feel too pleased by myself. So I believe, I feel too comfortable when I got chance to help someone or working as a team member. As I am working in BP, too many times we have to fall in critical situation in the store such as sometimes the electric power supply has been cut, heavy snow fallen, and fuel...
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...Case study: Warbings Office Systems Plc Background Warbings Office Systems is small but rapidly growing company, focusing on delivering and supplying office based products to a target market of small businesses in the U.K. and, increasingly, Europe. As the trend for homeworking continues much of their new business is in supplying office materials to individuals working from home. Currently offering some 18,000 different product lines in store and 39,000 via catalogue ordering, it intends to double its product turnover in the next three years by increasing its web-based ordering capabilities. With the marketing strapline ‘you need it we’ve got it’, Warbings aims to make office supply shopping as easy as possible for customers. Priding itself on being a ‘thoroughly modern company with old traditions,’ Warbings has used technology to evolve into a customer-focused business, striving to give each customer a ‘personal service second to none,’ with a variety of different, but easily accessible, ways of ordering and receiving products tailored to their individual needs. The more cynical of their staff occasionally reflect that the customers even dictate the lavatory breaks and bedtimes of the Warbings’ employees. Graffiti on one of the depot walls, that intriguingly reappears every time it is removed, says ‘you need it we bleed it’ and occasionally ‘Wosp stings’. The Warbings CEO is passionate about delivery and customer care and he is convinced that the way in which...
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...Management Roles Management Roles seem different from the outside, depending on the type of company. The following is a brief excerpt to show that no matter the size of a company they are very similar. The following paper contrasts a company with 50 employees and one with 500 plus. The comparison seems weak at first thought, yet, reveals that no matter the size of the company, many of the same aspects are the same when it comes to the business world and the management Roles. The following paragraphs contain a brief description of each company and their hierarchical organization for the managers. The pros and cons of each hierarchical and why they work or not, and the IT functions of each. Size is one component managers roles are derived from, not a defining component. Target is a widely known company, millions of people shop at one of the local location every day, acquiring 16 million in sales for the first quarter (Steinhafel G. Target.com). Most people think of Target as a store and nothing more. Yet, Target is much more than just a store. The product is a store to satisfy customers, target also includes distribution centers, corporate offices, and many small areas that must be controlled. Target’s mission is to be the preferred shopping discount store and through their promise of expect more payless, through value satisfaction, quality, and innovation. Five percent ($3 million this year) (Target .com) of Targets profits go to community outreach programs. Through grants...
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...SAMPLE #1: FULL BLOCK STYLE 178 Green Street Waterbury, CT 06708 (203) 555-5555 December 2, 1999 Pat Cummings General Manager Any Corporation 1140 Main Street Chicago, IL 60605 Dear Mr. Cummings: My interest in the position of Masonry Supply Manager (New York Post, November 30) has prompted me to forward my resume for your review and consideration. During the past ten years, my experience has been concentrated in the masonry and plastering products supply industry with a building materials firm. During my six years as General Manager, I took an old line business, which had undergone several years of poor management, and reversed the trend. I upgraded the firm's image, and customer and vendor relations, which subsequently increased the dollar volume and bottom line profits by 300%. I am presently looking for a position where my experience will make a positive contribution to the start-up or continuing profitable operation of a business in which I am so well experienced. I will contact you in a few days to arrange a meeting for further discussion. In the interim, should you require additional information, I may be reached at (203) 222-2222 between 9 A.M. and 5 P.M. Sincerely, Joan Smith Enclosure: Resume SAMPLE #2: HALF BLOCK STYLE 178 Green Street Waterbury, CT 06708 (203) 555-5555 ...
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