...Training, Motivating, Compensating and Leading the Salesforce • Managing the sales training process • Assess sales training needs – Assess sales training needs – Degisn and execute sales training programme – Evaluation and Reinforcement of sales training programme • Methods used for assessing training needs – Sales manager’s observation – Sales force survey – Customer survey – Performance testing – Job description – Salesforce audit • Popular sales training needs – Product knowledge – Customer knowledge – Competitive knowledge – Sales techniques (or selling skills) – Company knowledge • Design and execute sales training programme – Aims (why?) – Content (What?) – Method (How) – Execution (Who, When, Where, What?) – Evalution • Designing the sales training programme – Aims/ objectives of sales training (why is sales training needed?) – Content of training programme (what should be the content of sales training?) – Sales training methods (how will the sales training be conducted?) o Class room/ Conference Training o Lectures, Demonstrations, Group Discussion o Behavioral Learning o Role playing, case studies, simulation games o Online Training o EPSS, Interactive...
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...Sales Management 1 What is Sales Management? 2 Nature and Importance of Sales Management 2 Relationship Selling 3 Varying Sales Responsibilities/Sales Positions 4 Importance of Personal Selling and Sales Management 4 Role and Skills of Modern Sales Managers 4 Skills of a Sales Manager 6 Types of Sales Managers/Sales Management Positions 6 Top-level (Strategic) Sales Managers 6 Middle-level (Tactical) Sales Managers 7 First-line (Operational) Sales Managers 7 Staff Sales Management Positions 8 Sales as a Career 8 Rewards in Sales Career 8 Salesperson to Sales Manager 9 Changing Role of a Salesforce 9 Women in Sales 11 Sales Objectives, Strategies and Tactics 12 Sales Objectives 12 Sales Strategies and Tactics 12 ii vii ix xiii xv 1 xviii Contents Emerging Trends in Sales Management 13 Global Perspective 13 Revolution in Technology 14 Customer Relationship Management (CRM) 14 Salesforce Diversity 14 Team Selling Approach 14 Managing Multi-channels 15 Ethical and Social Issues 15 Sales Professionalism 15 E-Selling 16 Linking Sales and Distribution Management 16 Distribution Channels 18 Maximising Customer Service 18 Sales Operations Planning 19 Summary 20 Glossary of Key Terms 21 Conceptual Questions 22 Objective Type Questions 23 Application Questions 24 Reference Notes 24 Case 1.1: PI Foods Ltd.—Managing Sales and Distribution 2. Personal Selling: Preparation and Process Introduction: The Psychology in Selling 27 Buyer-Seller Dyadic Interaction 28 Buying Decision Process...
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...Presented information is tentative for 2008 KOÇ UNIVERSITY MKTG 450-Selected Topics in Marketing Sales Management Fall 2008 Instructor: Ayten Kök Office: CASE Building-156, Phone: 338 1451, Email: akok@ku.edu.tr Office hours: Monday and Wednesday 15:30-16:30 or Friday by appointment Prerequisite: MKTG 201 Course Objectives and Overview Sales management which can be defined as the planning, implementing, and control of programs designed to achieve the sales and profit objectives of the firm is the focus of the course. The course is concerned with how to manage a salesforce rather than how to sell. It aims to familiarize students with sales management concepts and to show examples of their application for the solving of business problems. The relationship of sales management with other marketing activities and how strategy drives tactics are shown. Case studies which indicate that sales management is concerned with strategic decision making along with carrying out of marketing programs will be worked out. A good understanding of the role of the sales executive in the design and development of corporate marketing programs will be provided. The course uses the lecture-case method. Important Course Policies/Procedures University rules and policies on academic honesty will be strictly enforced. The students are required to attend the course section for which they are registered. Regular and timely attendance at all class meetings is expected...
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...Cloud Usage Risk Report November 2014 1 Executive summary The Adallom Cloud Risk Report is published annually, detailing actionable insights and information mined from the Adallom subscriber base. This specific report incorporates analysis of cloud application usage for over one million enterprise SaaS enabled users traversing four dominant SaaS platforms: Salesforce, Box, Google Apps, and Office 365 between October 2013 and October 2014. This report is the first of its kind to detail application usage patterns and risky behaviors for the top SaaS applications used by businesses. The key findings in this report reaffirm the need for a new approach to data governance, risk management, and security in the context of cloud adoption. Perimeter and endpoint security solutions provide minimal protection against new, emerging, and largely unknown risks. Therefore, enterprises need to proactively invest in new controls like Identity and Access Management (IAM) solutions and Cloud Access Security Brokers. Key findings include: • In the cloud zombies are real: 11% of all enterprise SaaS accounts are “zombies,” inactive assigned users that are at best eating up the cost of a license, and at worst increase the attack surface of the organization. • More admins, more problems: Every administrative account represents a real and present risk to the enterprise. In some SaaS applications Adallom recorded an average of 7 administrators out of every 100 users. •...
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...Q2:The XYZ Co. is hiring salespersons. Due to the existence of asymmetric information, the firm has decided to pay the salespersons a fixed hourly rate that is independent of how much they sell or their ability to sell. Explain what type(s) of asymmetric information problem(s) may take place and how can they be addressed. You are expected to illustrate your answer using relevant diagrams and/ or equations. ECN256 ASYMMETRIC INFORMATION ECN256 ASYMMETRIC INFORMATION Salespersons, being boundary spanners between the organization and customers, play a critical role in enhancing customer satisfaction in order to maintain the buyer–seller relationship in situations involving service failures (Naylor & Frank, 2000). Companies hire sales people as employee’s or on a commission basis. According to the question, the firm is hiring a salesperson that will be paid an hourly rate. Paying hourly rate at start is preferable compare to that of commission. Because if the firm and its product is popular and the sales person effort level is high; therefore, in order to motivate the salesperson fixed hourly rate is advisable because whether the salesperson sales or not they still have their fixed hourly rate and also is independent of how much the firm sell or their ability to sell. Unlike commission, the higher you sale the higher you are been compensated and the lower you sale the lower you are been commissioned. Salespersons that are been commissioned, tend to feel ownership of their...
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...1. What is the competitive situation faced by Wilkerson? There is a different competitive level in every Wilkerson product line. Pumps, the major commodity product line is facing a very stiff price competition, which is behind the decline in the company profits and actual gross margin to less than 20%, compared to 35% planned gross margin. Consequently, the Wilkerson company needs to reduce the price every month to maintain the market leader position. Wilkerson produces high quality products such as Valves, as well. Here Wilkerson gained very strong customer base and its competition seems to be moderate now. The firm also succeeded to maintain the actual gross margin around 35%. On the other hand, in the long run the company should be prepared to face strong price competition. Additionally, there is a very inelastic demand in the Flow Controllers product. The company has recently raised the price by more than 10% with no apparent effect on demand. We assume that the competition is not very intense yet. 2. Given some of the apparent problems with Wilkerson’s cost system, should executives abandon overhead assignment to products entirely by adopting a contribution margin approach in which manufacturing overhead is treated as a period expense? Why or why not? The problem Wilkerson is facing due to its cost system is that the real manufacturing cost of each product includes very high proportion of overheads (52.5% of the total costs). This cost system distorts the real...
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...Lesson 1: Objective and scope of personal selling Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management. today must develop an integrative management style using adaptive, problem solving, extensive information, in many cases is an ever changing market place. The overwhelming majority of business environment workers are service providers such as investment bankers, consultants, and information technology specialists. Sales Mangers in the current business environment must have the ability to add value, which means functional expertise in sales and marketing along with knowledge of industry. However managers must also have the skills to lead, communicate, use changing technologies, build teams, motivate sales people, form strategic alliance with customers. These are times of drastic corporate downsizing in which sales orgranisations are expected to do more with less. Many internal and external changes in organizations have dictated the need to conduct business differently. External business environment has experienced changing technology, globalization, more competition and more demanding and sophisticated customers. Internal changes have included greater emphasis on quality levels in product and service output, faster communication channels and more educated, skilled employee base. The...
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...Human Resource Management: Satisfying the Organization and the People The sustained success of the newly created InterClean company after the merger will require top management’s commitment to designing and implementing a human resource management program geared toward developing both high performing employees and a high performing organization. Essentially every manager at InterClean will be required to be a human resource manager. Every manager will be required to set goals and objectives for the development and satisfaction of employees. An effective human resource management plan treats every employee as a valuable resource. InterClean’s success is dependent upon high performing employees, and without these employees there is no competitive advantage for the organization. Only through an effective human resource management plan will the organization’s strategies be properly aligned and integrated with the individual needs (Sims, 2002). Human resource management is a strategic approach to the management of the people of an organization, who individually and collectively contribute to the achievement of the objectives of the business (Wikipedia, 2009). An effective human resource management plan will focus on the recruitment, training and development, performance and career management, compensation and benefits, as well as progressive discipline if needed, for the people in the organization. Recruitment InterClean must ensure that it has the right people in place...
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...AC600 – Summer B 2010 Industry Overview Beazer Homes belongs to the homebuilding industry, also known as the residential construction industry. Segmentation is extensive in this industry. By way of service lines, it includes construction services, brokerage services, title insurance services and mortgage services. In terms of product lines, it includes single-family and multi-family housing, both attached and unattached, on an individual basis and as part of planned developments or communities. In terms of sectors served, these products and services are provided for individuals and communities in the residential, commercial, industrial, hospitality, and leisure/resort sectors. These homes are made to appeal to homebuyers at various price points, degrees of urbanization and ruralization, demographic segments and stages of life. Competitive products are differentiated based on factors such as location, reputation, quality, features, design and price. Competition in the home building industry comes from a number of sources. First, the industry itself is widely fragmented, in terms of the number of players. At the peak of the industry’s prosperity, at the height of the recent housing bubble, the top ten players in the industry accounted for only 35% of its sales in dollars. The actual number of players considered legitimately “in the game” at a nationally-visible level numbers between 1,500 and 3,000 at any given time, depending on the industry’s prosperity level....
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...KEY TERMS CHAPTER 1 Customer Equity-is the combined discounted customer lifetime values of all the company’s current and potential customers. Customer Lifetime Value-companies are realizing that losing a customer means losing more than a single sale. It means losing the entire stream of purchases that the customer would make over a lifetime of patronage. Customer Perceived Value-the customer’s evaluation of the difference between all the benefits and all the costs of a market offering relative to those of competing offers. Customer Relationship Management-is the overall process of building and maintain profitable customer relationships by delivering superior customer value and satisfaction. Customer Satisfaction-depends on the product’s perceived performance relative to a buyer’s expectations. Demands-human wants that are backed by buying power Exchange-is the act of obtaining a desired object from someone by offering something in return Internet-a vast public web of computer networks that connect users of all types all around the world to each other and to an amazingly large “information repository’ Market-is the set of actual and potential buyers of a product Marketing-the process by which companies create value for customers and build strong customer relationships in order to capture value from customers in return Marketing Concept-holds that achieving organizational goals depends on knowing the needs and wants of target markets and building profitable relationships...
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...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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...VAULT CAREER GUIDE TO INVESTM E NT BAN KING 2008 EDITION is made possible through the generous support of the following sponsors: Customized for: Triston Francis (tfran@wharton.upenn.edu) SEO Online Career Library The media’s watching Vault! Here’s a sampling of our coverage. “For those hoping to climb the ladder of success, [Vault’s] insights are priceless.” – Money magazine “The best place on the web to prepare for a job search.” – Fortune “[Vault guides] make for excellent starting points for job hunters and should be purchased by academic libraries for their career sections [and] university career centers.” – Library Journal “The granddaddy of worker sites.” – U.S. News & World Report “A killer app.” – New York Times Customized for: Triston Francis (tfran@wharton.upenn.edu) SEO Online Career Library One of Forbes’ 33 “Favorite Sites” – Forbes “To get the unvarnished scoop, check out Vault.” – SmartMoney Magazine “Vault has a wealth of information about major employers and jobsearching strategies as well as comments from workers about their experiences at specific companies.” – The Washington Post “A key reference for those who want to know what it takes to get hired by a law firm and what to expect once they get there.” – New York Law Journal “Vault [provides] the skinny on working conditions at all kinds of companies from current and former employees.” – USA Today Customized for: Triston Francis (tfran@wharton.upenn.edu) SEO Online Career Library ...
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...Marketing Management, 14e (Kotler/Keller) Chapter 1 Defining Marketing for the 21st Century 1) Which of the following statements about marketing is true? A) It is of little importance when products are standardized. B) It can help create jobs in the economy by increasing demand for goods and services. C) It helps to build a loyal customer base but has no impact on a firm's intangible assets. D) It is more important for bigger organizations than smaller ones. E) It is seldom used by nonprofit organizations. Answer: B Page Ref: 4 Objective: 1 Difficulty: Easy 2) ________ is the art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value. A) Marketing management B) Knowledge management C) Operations management D) Strategic management E) Distribution management Answer: A Page Ref: 5 Objective: 2 Difficulty: Easy 3) Identify the correct statement about marketing management. A) It is primarily concerned with the systematic gathering, recording, and analysis of data about issues related to marketing products and services. B) It focuses mostly on monitoring the profitability of a company's products and services. C) It focuses solely on attaining an organization's sales goals in an efficient manner. D) It is defined as the field that deals with planning and managing a business at the highest level of corporate hierarchy. E) It occurs when at least...
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...4 TH EDITION Managing and Using Information Systems A Strategic Approach KERI E. PEARLSON KP Partners CAROL S. SAUNDERS University of Central Florida JOHN WILEY & SONS, INC. To Yale & Hana To Rusty, Russell &Kristin VICE PRESIDENT & EXECUTIVE PUBLISHER EXECUTIVE EDITOR EDITORIAL ASSISTANT MARKETING MANAGER DESIGN DIRECTOR SENIOR DESIGNER SENIOR PRODUCTION EDITOR SENIOR MEDIA EDITOR PRODUCTION MANAGEMENT SERVICES This book is printed on acid-free paper. Don Fowley Beth Lang Golub Lyle Curry Carly DeCandia Harry Nolan Kevin Murphy Patricia McFadden Lauren Sapira Pine Tree Composition Copyright 2010 John Wiley & Sons, Inc. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except as permitted under Sections 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc. 222 Rosewood Drive, Danvers, MA 01923, website www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030-5774, (201) 748-6011, fax (201) 748-6008, website www.wiley.com/go/permissions. To order books or for customer service please, call 1-800-CALL WILEY (225-5945)...
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...4 TH EDITION Managing and Using Information Systems A Strategic Approach KERI E. PEARLSON KP Partners CAROL S. SAUNDERS University of Central Florida JOHN WILEY & SONS, INC. To Yale & Hana To Rusty, Russell &Kristin VICE PRESIDENT & EXECUTIVE PUBLISHER EXECUTIVE EDITOR EDITORIAL ASSISTANT MARKETING MANAGER DESIGN DIRECTOR SENIOR DESIGNER SENIOR PRODUCTION EDITOR SENIOR MEDIA EDITOR PRODUCTION MANAGEMENT SERVICES This book is printed on acid-free paper. Don Fowley Beth Lang Golub Lyle Curry Carly DeCandia Harry Nolan Kevin Murphy Patricia McFadden Lauren Sapira Pine Tree Composition Copyright 2010 John Wiley & Sons, Inc. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except as permitted under Sections 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc. 222 Rosewood Drive, Danvers, MA 01923, website www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030-5774, (201) 748-6011, fax (201) 748-6008, website www.wiley.com/go/permissions. To order books or for customer service please, call 1-800-CALL WILEY (225-5945)...
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