...Job Description – Outside Sales Representative Title Outside Sales Representative Reports to Sales Supervisor Summary The Outside Sales Representative is responsible for selling corporate products or service through the achievement of opportunity- based sale quotas. The Outside Sales Representative will reach his or her business target through effective management of designated territories and physical visit to customer sites. This person will also develop ongoing, profitable relationship with customers and continually maintain a professional image of the company. Integrity, passion and in person presentational skills are essential for this role. Job Duties * Conduct a minimum of 5 sales presentations per week by physical visits to customer locations. * Perform professional presentation or demonstration of company product, service, while on-site. * Overcome objections of prospective customers. * Emphasize product/service features benefits, quote prices, discuss credit terms, and prepare sales order forms and /or reports. * Build and foster a network of referrals to create new opportunities for revenue growth. * Generate and develop new customer accounts to increase revenue, by cold calling if necessary. * Ensure follow up by passing leads Account Managers with calls-to-action, dates, complete profile information, sources. * Always maintain professionalism, tact, diplomacy, and sensitivity to portray the company in the positive manner...
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...Relationship Between Advertiser and Sales Representative Penny E. Webb Southern New Hampshire University Relationship Between Advertiser and Sales Representative Penny E. Webb Southern New Hampshire University Abstract This paper explores the relationship between and advertiser and their newspaper sales representative. Advertising is a major source of revenue for newspapers and the relationship between sales representative and advertiser is crucial. This paper takes the advertising revenue of one outside sales representative for a five (5) month period in 2013 and compares it to the same five (5) months in 2014. The comparison takes place after advertising accounts under three thousand dollars ($3k) are moved to an inside sales representative. The data was analyzed and the hypothesis that an advertiser spending under $3k increases their spend when moved to an inside sales representative, while the alternate hypothesis was rejected. Keywords: advertising revenue, outside sales representative. Relationship Between Advertiser and Sales Representative Introduction: The newspaper industry is facing a decline in advertising dollars, a major source of revenue and has to do more with less money. Almost half – 46% – of the world’s population visits newspaper websites, but newspaper comprise just 6% of total visits, 0.8% of page viewed and 1.1% of total time spent with digital platforms.(Marketing Charts staff, 2014) Newspaper advertising is down over fifty percent in the...
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...Lamborghini Aventador with 700hp The truth hurts. Self – Actualization It’s a print Ad of a Sport car ( Lamborghini). The acceleration is apocalyptic. It can deliver pure delirium on demand. James May, Top Gear The new Lamborghini Aventador with 700hp The truth hurts Safety Self – Actualization It’s a print Ad of a Sport car ( Audi R8). Jooooy Finally Has Meaning Self – Actualization It’s a print Ad of a car ( Seat ). Seat Riding the walls Esteem You’ll do anything to drive it Self – Actualization Shape the Future – By Creating It. Physiological Volkswagen needed to find an innovative way of demonstrating the awesome road-eating power and acceleration of the new Volkswagen Golf R in magazines to increase sales. So, an edible insert that literally gave people the chance to “Eat the road” was conceptualised and placed in a motoring magazine . Eat the Road. Seriously, eat it. Ingredients: Glutinous rice flour, water, salt, propylene glycol FD&C colour, glycerine...
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...the gap in BM's product mix. Lea-Meadows' is a 75+ year old company, selling upholstered products made of the finest fabrics and frame construction in the industry. Its net sales in 2007 were $5m and have increased 3% annually for the past 5 years. The total upholstered industry had sales of $15.5b and is anticipated to have sales reach $16.1b in 2008. LM has 15 sales agents, who represent several manufacturers of noncompeting lines. These agents spend approximately 10-15% of their in-store time on LM products. Those agents get 5% of sales as commission and there is little other cost associated with them. BatesManor sells medium-to high priced wood for bedroom, living room and dining room furniture. The company had net sales of $75m in 2007 and a before tax profit of $3.7m. The industry sales of wood furniture in 2007 were $12.4b and are projected to be $12.9b in 2008. The company currently employs 10 full time sales reps, who work off of an average salary of $70,000 (plus expenses) and a commission of .5% of net sales. The total sales admin costs in 2007 were $130,000. BM's sales reps are highly regarded and known for their knowledge of wood furniture and their willingness to work with buyers and sales personnel. On average the reps are making 10 calls per week and each call averages 3 hours. VP of Sales, Bott, is recommending an annual increase per account per year to 7 calls (7,000 calls...
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...learning curve technique, at the initiation phase I will hire three sales rep and will give them training on the products of Jive. Once these rep are finished with the training, target will be given to them and will be told that they are responsible for organisation sales growth as well as the revenue of the company. Weekly review meeting will be held with these rep and monitor the sales growth of the organisation. Once the end users start buying the product, it means the company has reached the break-even point and enters the Transition phase. This stage I hire more field sales rep and leads for different territories. I would promote the rep who are already present as sales managers. Sales managers would train the newly joined sales lead and will fix quota for each lead and maintain a record for the same. Sales managers will be in touch with the sales lead in turn will keep track on field sales rep which forms a hierarchy. 2) Pros and Cons Team Vs Individual quota models with an alternative approach: Team: Pros: An idea of an individual rep is being shared to all the members according to the sales perspective and there you can see the team work even the sales become greater. Cons: The effort of an individual is not recognised...
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...defined. Solutions to Exercises .............................................................. Error! Bookmark not defined. Solutions to Student Activities (Polls/Quizzes) .......................... Error! Bookmark not defined. 6-2 Chapter 6 Reading Excel Worksheets 6.1 Using Excel Data as Input 6-3 6.1 Using Excel Data as Input Objectives Use the DATA step to create a SAS data set from an Excel worksheet. Use the SAS/ACCESS LIBNAME statement to read from an Excel worksheet as though it were a SAS data set. 3 Business Scenario An existing data source contains information on Orion Star sales employees from Australia and the United States. A new SAS data set needs to be created that contains a subset of this existing data source. This new SAS data set must contain the following: only the employees from Australia who are Sales Representatives the employee's first name, last name, salary, job title, and hired date labels and formats in the descriptor portion 4 6-4 Chapter 6 Reading Excel Worksheets Business Scenario Reading SAS Data Sets Reading Excel Worksheets Reading Delimited Raw Data Files 5...
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...targeted growth of 2%. Steve Womble, the sales manager for the Athenian Press, felt that most of the decrease in sales was due to the need for change in the sales organization. However, there are several factors that impact the sales: 1) Competition for retail advertisements is strong in this area 2) Each salespeople handle too much customers (8 sales reps: 800 accounts) 3) each sales reps has too many responsibilities. Reorganizing sales division can solve those problems. Revising sales territories can be the most hurried things to do because it can be seen that in past two years the sales division has never reorganized. The studies indicate that over half (55 percent) of all sales territories need to be realigned because they are either too large or too small. Sales executives should review their territories at least once a year to see if they need to be realigned. Athenian Press may not need to hire new salespeople because those eight experienced salespeople already have their sales trainees. Sales manager should often focus on designing the new sales territories that suit to each sales rep, because potential customers always change. Even though this strategy may decrease commission of some salespeople who has larger potential customers, it can prevent in losing the customers from inadequate supervision. After revising sales territories, the following thing to be realigned would be routing the sales force. Sales reps could not spend as much time as they...
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... The San Francisco division of Valley Wine has recently hired a new sales manager named Paul Waller. The company has had consistently good sales despite a turnover of 100% of the sales force in the San Francisco area. Waller is tasked with better planning and organization of the sales force activities of Valley Winery and the operations in the region. Philosophy and Strategy The Valley Winery was founded in 1933 and has grown to the largest domestic producer of wine in the United States. They produce multiple product lines that include both low-price, consistent-quality wines as well as lower quality wines and wine coolers. The Valley Winery has had a difficult time retaining its sales force. Even though they have had short-term growth in sales, they are not able to sustain the growth. The Valley Winery has been recognized as the best managed and most innovative in the market. This is related to two factors: * Producing low-priced wine with consistent quality * Push strategy that is used by the sales force Distribution System Valley Wine has a wide, nationwide distribution system which is primarily located in metropolitan areas. The company owns approximately 50% of these distributors that are mainly larger and more profitable accounts. The company typically does not target smaller accounts, but one of their products do cater to this segment of the market also. Sales representatives’ call on non-company owned liquor and beer wholesalers across...
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...Content Executive summary……………………………………………………..……………………………………………………………………………2 CRM industry review and CRM systems……………………………………………………………………………………………………4 Introduction to Salesforce CRM and its business objects………………………………………………………………………….4 Advantages of Salesforce CRM……………………………………………………………………………………………………………….11 Forecasting in Salesforce CRM………………………………………………………………………………………………………………..13 Salesforce CRM implementation insights for Healthcare……………………………………………………………..…………15 Efficiency and productivity can be achieved through Salesforce CRM…………………………………………………….17 Conclusion……………………………………………………………………………………………………………………………………………..20 Reference……………………………………………………………………………………………………………………………………………….21 Executive summary The main objective of this report is to give close insight into the CRM industry, need analysis for such business application software and its role to contribute to reach high efficiency, productivity in current business enterprises. Also, this paper gives industry information, leading CRM providers and particularly, Salesforce.com CRM and its strengths, capabilities. Salesforce.com CRM is as leading SaaS enterprise application that is helping businesses to re-engineer business process and automating them to the level that it reduces operation costs and reach efficiency and productivity in front-office and back-office processes. The purpose is to show how this enterprise application can contribute the buasisesses to achieve high efficiency, productivity in both...
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...Rogers currently earned revenues in four major areas retailing chocolate products through company - owned stores, wholesailing chocolate products and sales from Sam's Deli, a well-known eatery in Victoria, which Rogers had purchased in 2004. Retail. Approximately 50 per cent of the company's sales came from Rogers 11 retail stores.The stores featured Rogers many products displayed attractively in glass cases, merchandised to suit the season, with an overall Victorian theme.Rogers flagship store on Government Street had been designated a Heritage Site by parks Canada.Uniformed sales staff offered chocolate samples to customers, and the aromas and images in the store contributed to an excellent retail experience.In 2000, Rogers had won the Retail Council of Canada's innovative Retailer of the year award in the small business category, for demonstrating '' outstanding market leadership and innovative approaches to customer and employee relations.Through creative ideas and strong delivery, the winning retailer has taken their brand to the top of their class.'' Each of Rogers retail stores, other than the factory store itself , was located in a tourist area, such as Whistler, Granville Island and Gastown , or at BC Ferry locations. Each store was wholly owned by Rogers.Most were leased, with a minimum of a 10 year lease.The factory store and downtown Victoria store were owned. The stores were typically about 500 square feet size, with the exception of the ferry terminal locations...
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...education and learning in areas that employees need to develop to be eligible for their next career milestone such as a promotion. However, noting Career Development Plans are just that; a plan and are not commitments to the employee from the organization or the manager proposing this plan. Workplace Training Because of the merger, restructuring, and the addition to the focus of the InterClean and EnviroTech sales team, it is vital that each individual as well as the team collectively obtain the knowledge to be prepared to embrace the challenge of the new structure. The new sales team is a mix of employees from both InterClean and EnviroTech. The new sales force has four members moving in from EnviroTech, who all have superior customer service relations and each have some basic sales knowledge. This group has a strong background in creating and building relationships and can adapt with a new and diverse team but need to broaden their product knowledge and sales strategies to make them a more complete member. The three employees from InterClean have superior sales strategies and are competitive in setting, meeting and exceeding company...
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...fallen from 12% in year 1999-2000 to 0.5% in year 2003-2004 Sales closure rates were falling High sales rep attrition rate Issues in current system Territory issues • Changing demographics made some territories more lucrative than others Remote monitoring and control • • • • Absence of a formal database of the sales rep Instances of two EuroChamps ended up calling same customers Difficult for senior managers to monitor sales activities of sales rep Senior sales rep used their contacts to gain access to referrals and sales lead Training Issues • EuroChamps focused on completing demos – missed prospect’s visible cues, and hence an easy sale • Reason could be lack of proper training - Art of responding to customer objections neglected in EuroChamps Training • Demo equipments were damaged or not cleaned Compensation plan issues • Compensation plan didn’t reflect the efforts that sales rep made in trying to close deals “Bettering the best” – Comparison Existing system New system Compensation plan didn’t reflect the efforts Broke larger targets into smaller parts which reflected the efforts Eg. A door knock earned 5 points, a demo 100 etc Remote monitoring and control issues Computerized reporting systems New activity forms were introduced Training issues Territory issues Point based system created a better understanding of important aspects of a sale Not adequately addressed Not adequately addressed ...
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...HRM Session 7: Visionary Design Systems Topline: VDS sells high end CAD systems alongside customization, integration and training services. As regards employment, the philosophy is empowerment combined with high rewards. Company has been lauded by media, but is currently having difficulties with a critical division – Product Data Management. Business Context: CAD (Computer Aided Design) tools have revolutionized product design and workflow processes since their introduction in the early 1970s • Changes design process from two dimensional to three dimensional, significantly reducing design time by eliminating the need to draw product from all angles and modify each drawing every time there was a change • Although systems were expensive at the outset, by 1994 a basic system could cost as low as $7500. • By 1990s the CAD market is segmented. Low price products are also low margin. High end products include additional functionality, eg solids modeling, and retail for up to $75,000 per seat. High end is 25% of the market. High end CAD systems usually required a partner company to integrate and train the purchaser Broader applications were developed off the back of CAD, further streamlining the product design process • Engineering Analyis Tools: computer simulations of testing (eg heat, breakability etc) to detect design flaws earlier and save on costs of real testing. Significantly reduces length of typical product design cycle • Product Data Management: stores...
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...data in a query, how do you restrict the output to only those groups satisfying some condition? By using the HAVING clause a query can be written to display the groups that are included Also complete the following Exercises using the Premier Products database on page 132: 3. List the names of customers with credit limits of $10,000 or more. 5. List the number and name of each customer represented by sales rep 35 or sales rep 65. 8 List the part number, part description, and on-hand value (units on hand * unit price) of each part in item class SG.(On-hand value is really units on hand * cost, but there is no COST col- umn in the PART table.) Assign the name ON_HAND_VALUE to the computed column. 9. List the part number, part description, and on-hand value for each part whose on-hand value is at least $7,500. Assign the name ON_HAND_VALUE to the computed column. 11. Find the number and name of each customer whose name begins with the letter “B.” 15. Find the total of the balances for all customers represented by sales rep 65 with balances that are less than their credit...
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... customer interviews and surveys. • Upward communication: No structural feedback exchange implemented to gather information from sales reps. • Consumer relation: No customer program in place to get information of customers’ specific preferences and insights of customers buying decisions as well as more detailed information of purchase frequency. Gap 2) Design Gap (Service design vs. perceived expectations) • Kinko’s offers its customer base with a wide range of services and products. In order to provide a such a variety of products Kinko’s stores were divided up in many areas ( self service areas, self-service computers, photocopiers and other machines etc.) • Self service areas were quite crowded with customers and almost no service support employees helping the customers. In contrast the retail areas were the least crowded. However Kinko’s sales reps. located themselves consuetudinary mainly around the staffed service counters. Consequently the self-service counters were understaffed. No efficient and effective resource allocation • Customer were not satisfied with the self service areas as they find the setup complicated as well as the fact that the self-service machines are quite user unfriendly and mostly cannot be handled intuitively by the customer. Consequently the customer has to wait quite long to get help from a sales rep. • Even though many signals and signs are available in Kinko’s store, customer complained that when they were uncertain how to navigate...
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