...model of customer intimacy and build long-term relationships based on trust and value to the customer. Implementing this vision brought problems to the Sales and Marketing department. They already replace Executive Vice president of Marketing and Sales because he did not support and failed delivering this vision to the employees and the new Executive Vice President of Marketing and Sales Jane Angelo only have 12 months to implement this new image and approach to the employees. Opportunities If Intersect Investment meets their vision is agoing to help their gain long term customer and get better communication between the departments of the organization. The image of the company would become more trust for customer and for the financial industry. They would become stronger competitors. Challenges. They only have 12 months. Employees not able to cooperate with the companies new vision. b. Define the problem. "Intersect Investments Upper Management don’t have a good communication trying to deliver the goals to the differences parts of the organization causing high turnovers rates, breakdown communications and employees unable to understand the goals that the company want to obtain. c. Describe the desired future state and goals against which to evaluate alternatives. Organizational Change in the sales department Brand New Image of customer intimacy Build long term relationships with customers. Gain Wall Streets trust Reduces turnover percent Adding...
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...es and Marketing basics Marketing Basics http://www.du.ac.in/fileadmin/DU/Academics/course_material/EP_16.pdf 16.0 Introduction 16.1 Objectives 16.2 What is ‘Marketing’? 16.2.1 The Marketing Concept 16.2.2 Marketing versus Selling 16.2.3 Importance of Marketing in Small Business 16.2.4 Marketing of Services 16.3 Marketing Research 16.4 Market Segmentation 16.5 Marketing Mix 16.6 Other Marketing Strategies 16.6.1 Sub-Contracting Exchanges 16.6.2 Tender Marketing 16.6.3 Consortia Marketing 16.6.4 Government Stores Purchase Programme 16.7 Product Life Cycle: Concept and Significance 16.7.1 Stages in Product life cycle 16.8 Marketing Problems of Small-Scale Units Introduction The objective of all business enterprises is to satisfy the needs and wants of the society. Marketing is, therefore, a basic function of all business firms. When a salesperson sells washing machines, a doctor treats a patient or a Government asks people to take their children for getting polio drops, each is marketing something to the targets. Traditionally, small firm owners did not give as much importance to marketing as to other functions such as accountancy, production and selling. Training programmes, enterprise development and the current thrust for competitiveness have now given high priority to promoting marketing awareness among small business owners, and marketing is now assuming its rightful place along with other business functions. Since early 1990s...
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...Riordan Manufacturing a system that keeps track of historical stales. This database contains information needed to compare sales from the past and use the results to determine the outcome of certain decisions that need to be made within the company. Included are dates of certain events, such as ordering, delivering and payments. The unit and dollar volume for all products manufactured at Riordan are documented in this database. Marketing research and plans from the past are currently kept in a file cabinet that is accessible to staff to use as reference and a learning tool. Employees can search the research that has been done on certain topics pertaining to the products. This saves time for the employees performing the tasks and helps the employee to forecast the possible results of certain issues. This also prevents mistakes from the past being made again, resulting in a variety of outcomes that could have been prevented if that past knowledge was present. The Sales database includes the 15-20 major customers of the company; this includes a government contract for fans. According to the intranet site, the company also has 12 minor customers that they service. With this system, each member of the sales department is responsible for maintaining their portion of the database. As it states in the intranet site, there is an inconsistency in the method of the record taking by the various employees. To obtain consistency, there needs to be one database, and one...
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...UNIVERSITY OF WEST LONDON UNIVERSITY OF WEST LONDON LONDON SCHOOL OF HOSPITALITY AND TOURISM LONDON SCHOOL OF HOSPITALITY AND TOURISM MODULE TITLE: SALES AND MARKETING FOR TOURISM, HOSPITALITY & LEISURE MODULE CODE TH50040E SUBMITTED TO: ERIC OHALLERAN SUBMITTED BY: RUPANDEEP KAUR STUDENT ID 21093387 Under the marketing research, customers and their needs and wants are main foci because marketing is all about individuals involving in it and is exchange process. It is social phenomenon that creates awareness among the customers about the products and services according to the needs and wants of customers (Kotler, 1995). The main motive of marketing research is to approach large number of customers and this can be achieved by satisfying their needs and wants. Marketing- an exchange process SALES AND PRODUCTS Seller Manufacturer Producer Seller Manufacturer Producer Customer Buyer Consumer Customer Buyer Consumer PAYMENTS Customer is that individual who has ability to buy and consume the goods and services. A customer is someone who gives something valuable to the company in the monetary form in return for something he gets from the company in form of goods (Blythe, 2008). Customers can be of two types; internal as well as external. An internal customer is someone who gets value from the company (Salary, payment etc.) and gives valuable service in return...
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...SALES AND MARKETING SERVICES MANAGEMENT NOTES FOR 1ST WEEK Francisco T. Africa PROMOTIONAL TOOLS: The promotional tools available to any firm are typically classified into: 1. Personal selling – direct communication with an audience through paid personnel of an organization or its agents in such a way that the audience perceives the communicator’s organization as being the source of the message; 2. Advertising - is a non-personal form of communication intended to persuade an audience (viewers, readers or listeners) to purchase or take some action upon products, ideals, or services. 3. Sales promotion - Media and non-media marketing communication are employed for a pre-determined, limited time to increase consumer demand, stimulate market demand or improve product availability 4. Publicity - At its core, publicity is the simple act of making a suggestion to a journalist that leads to the inclusion of a company or product in a story Personal selling is differentiated from the other promotional tools in two ways: 1. Personal selling is personal communication, whereas advertising and sales promotions are non-personal. 2. In personal selling, the audience perceives the message as being delivered by the organization, whereas in publicity, even when it is in the form of personal communication, the audience typically perceives the media, not the organization, as being the source of the message. SALES MANAGEMENT PROCESS: Sales management is simply...
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...Effective Marketing Plan NONPROFIT TIPS FOR PROFIT TIPS Raising Money - Today's Times - Angel Investors The Tools - The Elevator Pitch - Investor Presentation - Business Plan - Financials Strategic Issues - Challenging Times - Competitive Barriers - Measuring Performance - Outsourcing - Strategic Alliances - Strategic Planning - Sustainable Growth Sales & Marketing - Better Branding - Developing E-newsletters - Online Feedback - Market Analysis - The Plan The Human Element - Hiring/Keeping Employees - Advisory Boards - Corporate Board Miscellaneous - Selling Your Business Unlike a business plan, a marketing plan focuses on the customer. It is your plan of action - what you will sell, to whom you will sell it, how often, at what price, and how you will get the product to the buyer. It also covers what you’ll say about your product or service, and where and when you’ll say it. Here’s a closer look at putting together a marketing plan that works. 1. Define Your Product’s Features, Benefits and Distribution: Describe what the product or service does, how it works, what features it offers and most importantly what problem it solves - people buy solutions. Describe the product’s physical characteristics such as size, weight and color. Define its benefits in emotional as well as functional terms. Know which features and benefits of your product or service will appeal to different market segments. Give information on pricing, including...
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...Erik Benjamin Student ID 5255640 MGT 240 Marketing and Sales Assignment 1: Market Research 1. Let’s say you have developed a new, all natural granola style cereal. You want to see the reaction of a range of people to the product, so you decide to set up focus groups to sample the cereal. In one to two pages, describe how you would carry out a focus group review of the cereal. a. How many people would be included in the focus group? A focus group is used to gain feedback and opinions from potential customers. My focus group will consist of a small group no less than six and no more than twelve participants to conduct a taste testing of the natural granola style cereal. By selecting less than six participants could lead to limited conversation and reactions to the product. Selecting twelve participants for the focus group will have more diversity within the group. Also, by selecting twelve participants account for any participants who decide not to show for the focus group. By having a small focus group, it minimizes the chance of losing important thoughts, ideas and reactions to the cereal of the participants. b. How would they be selected? There are many of methods to select participants for sampling. Participants shouldn’t be randomly selected in this focus group because the group should consist of participants that will provide the best information for the sampling of the cereal. Selecting the participants will be based on the purpose of the focus group...
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...Sales and Marketing: Riordan has a system to track historical sales. In the past, most sales data was recorded using paper and pencil. In the last few years, the firm has managed the information electronically. Information available includes the following: * Dates including order, delivery, and payment dates by order. * Unit and dollar volume of each product including plastic bottles, fans, heart valves, medical stents, and custom plastic parts rolled up to be examined by product group and customer. * Sales by customer to include price paid, cost, margin, and discount given. The firm is attempting to consolidate customer information to deliver better value to the customer. The firm has historical records in many disparate databases, as well as in paper files and microfiche. Below is a listing of information the firm has available to consolidate into a CRM system. Marketing should consist of strategies that you can measure your reach and work to persuade your prospects that you are the company for them. It's the message that prepares the prospect for the sale. It could consist of advertising, public relations, social media, relationship marketing, brand marketing, viral marketing, and direct mail. The sales process consists of interpersonal interaction. It is often done by a one-on-one meeting, cold calls, and networking. It's anything that engages you with the prospect or customer on a personal level rather than at a distance. Most the time the prospect or...
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...its BIO-CLEAR air purifier in the Philippines. Since there was then as yet no such comparable commercial product in the local market, the decision was made to bring it to the market as fast as possible. This decision was made to preempt the competition, to be able to define the market by being the first product that was to be locally available, and to build up brand equity. Arrangements were therefore made for the initial shipments of the product’s range of models into the Philippines. A year later, however, Mr. Wan was struggling with unsold inventory consisting mostly of the more sophisticated and computerized higher priced models. Sales in the provincial outlets were consistently poorer than predicted versus those in the urban areas, especially Metro Manila. Metro Manila sales, however, were still marginal as well. Product sales were barely covering costs, and Mr. Wan was wondering whether it would be better to simply discontinue offering the line. He would be talking to the foreign supplier’s representatives in a week and needed a good position in order to be able to strike a negotiation with confidence, especially because this supplier was not only the source of the BIO-CLEAR line of air purifiers but also of other home appliance products that RW & Company was selling. Above all, Mr. Wan had to decide as to whether or not he should renegotiate the BIOCLEAR dealership. The Pollution Environment According to Dr. Priscilla Tablan, director of the Lung Center...
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...Kathleen Pratt IP #1 AIU-Online Mgmt 305 January 7, 2012 Instructor: Theran Mugleston Page 1 CASE STUDY RESULTS: This paper will attempt to answer some questions about the articles that was assigned to read for this class, the articles will talk about the smart grid case study attempted to use by the power company. It will explain how grids are different form the current electricity infrastructure in the united states. The second case study is about Proctor and Gamble, discussing the size and some of the products they provide, profit, and revenue. The changes that are to be implemented are not going over very good; change is difficult, with the form of communication provided to staff throughout the company. The next case study was about credit card companies and how much knowledge they have about consumers. The strategy they use to learn about you and your interests, by what you purchase with the card. Is this an invasion of privacy? The following case study is about computers and cell phone; all Americans have this form of commutations of some sort, for...
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...The types of keys are : 1) Grand master key 2) Master key 3) Sub Master Key 4) Individual key or Guest key 5) Card key 6) Electronic key Choosing a hotel room category can often be a daunting task, especially when you don't know what the individual room-type descriptions mean. Here is a quick run-down on common room categories in the United States, the Caribbean, Canada and Mexico: STANDARD (std):This category usually means the most basic roomtype offered by the hotel. It has basic, standard amenities and furnishings. A standard room in a Four Seasons hotel is without question much more deluxe than a standard in, say, a Holiday Inn, but there may be higher categories from which to choose. Standard rooms in hotels with higher categories often have no view or have a poor view over the dumpster or parking lot. MODERATE (mod):Usually a slight bit better than standard, but still not deluxe. It may refer to the room view as well as the size and type of furnishings offered. SUPERIOR (sup):This category is always subject to interpretation. It's supposed to mean superior to a standard room in both size and furnishings, but it often refers to just the view. Some hotels have only Superior rooms; the categories then are defined by the view and location of the room. DELUXE (dlx): These rooms are supposed to be Deluxe in every way: View, location, furnishings and size. In some Caribbean hotels, however, a deluxe room is a lower category than a Superior, so it's wise...
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...company: A limited company (LC) is a form of incorporation that limits the amount of liability undertaken by the company's shareholders. Public limited company (PLACs): A public limited company (PLCs) is the standard legal designation of a company which has offered shares to the general public and has limited liability. A Public Limited Company's stock can be acquired by anyone and holders are only limited to potentially lose the amount paid for the shares. There's some conditions require the company to have to be a public limited company (PLACs): a) A minimum of a two shareholders. b) At least two directors c) A minimum (at present) of £50,000 of authorized and allotted share capital. d) The right to offer its shares for sale to the general public e) A certificate from the registrar of companies verifying that the capital requirements have been met f) A memorandum which states it to be a public company Franchising: A franchise is a type of license that a party (franchisee) acquires to allow them to have access to a business's (the franchiser) proprietary knowledge, processes and trademarks in order to allow the party to sell a product or provide a service under the business's name. In exchange for gaining the franchise, the franchisee usually pays the franchisor initial start-up and annual licensing fees. Consumer cooperatives: Is a cooperative business owned by its customers for their mutual benefit. It is a form of free...
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...Undertaking a SWOT analysis This checklist is for those carrying out a SWOT analysis, SWOT being the acronym for Strengths, Weaknesses, Opportunities and Threats. It is a simple, much-used technique, which can help to prepare or amend, plans, in problem solving and decision-making. Definition SWOT analysis is a general technique, which can be applied across diverse functions and activities, but it is particularly appropriate to the early stages of planning for a TIPD visit. Performing a SWOT analysis involves the generation and recording of the strengths, weaknesses, opportunities, and threats in relation to a particular task or objective. It is customary for the analysis to take account of internal resources and capabilities (strengths and weakness) and factors external to the organization (opportunities and threats). Benefits SWOT analysis can provide: • a framework for identifying and analyzing strengths, weaknesses, opportunities and threats • an impetus to analyze a situation and develop suitable strategies and tactics • a basis for assessing core capabilities and competences • the evidence for, and cultural key to, change • a stimulus to participation in a group experience. Action checklist 1. Establish the objectives The first key step in any project: is to be clear on what you are doing and why. The purpose of conducting a SWOT may be wide or narrow, general or specific. 2. Select appropriate contributors Important if the final outcome...
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...Differences between Marketing and Sales Marketing Sales • Marketing is more concerned with the needs of the buyer • Sales is more concerned with the needs of the seller • It is preoccupied with the idea of satisfying a customer's need with products along with associated processes of creating delivering and consumption • It is preoccupied with the seller's need to convert his product into cash • It has a broader range of activities to sell products/services and client relations, determining future needs and strategising on how to meet those needs • It makes the customer demand match the products offered by the selling party • Marketing follows a one to many approach • Sales follows a one to one approach • Marketing aims at building brand identity to become easily associated with needs fulfilment • Sales aims at satisfying needs through individual interaction and not concerned with building brand identity • Marketing follows pull strategy. • Sales follows push strategy • Its scope covers Market research; Advertising; Sales; Public relations; Customer service and satisfaction . • Its scope is concerned with product being created for a customer's need, persuading the customer to purchase the product to fulfill his/her needs • Marketing is the sum total of all activities that lead upto the generation of prospects • The sales team takes over once the marketing team is done with its job in the sense of converting those prospects into sales • Marketers don't experience...
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...Mwenda Kirera. A study of the behavioral characteristics of the best sales people was published a few years ago by Dave Kahle a renown sales management trainer and One of the not-so-surprising conclusions was this: The best sales people “listen more constructively” than their more average counterparts. I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be “much more likely” to buy from a salesperson if that salesperson would just “listen” to the customer. The survey found that some of the worst offenders were experienced salespeople. Listening is one of the four fundamental competencies of a professional salesperson, and yet, the profession is, in general, so poor at it that most customers remark on our inability to do it well. a look at vacancy ad in dailies you will see more and more companies put emphasis on other sales competencies and leaving out listening. A good talker with outgoing personality fitted very well in the conventional description of a sales person. Many sales people in most companies today are oriented to talk and talk to customer until the customer/ prospects drops dead or buys! Moreover, salespeople today are so much driven by targets and with a lot of whipping from the sales managers to hit the quotas that listening to customers has become secondly. Why is listening such a powerful sales competency? 1. Customers ‘pain’ can only be identified by digging...
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