...development or advertising. Pre-sales, Sales and Post-sales Pre-sales is a process or a set of activities normally carried out before a customer is acquired, though sometimes pre-sales also extends into the period the product or service is delivered to the customer. The task of a pre-sales person starts from the initial contact phase and often ends once the customer is acquired i.e. sale is made. The Pre-Sales Activities can be broken into two areas, planning and preparing for the call. Planning, in the Pre-Sales Activities, can include Prospect/Customer identification, Product/research/customer analysis review, competitor/industry research, creating a call strategy, evaluation of your products and services relative to the competition. To prepare is to put together or make by combining various elements or ingredients. Write an objective, determine the processes you will use to achieve those objectives, set quantifiable goals for each objective and practice for the call. Sales Activities are the execution of all your hard work planning and preparing. These activities may include the sales call/meeting, negotiation or follow-up, closing the deal/order taking, and relationship building and networking. Post-sales means after sales. For example, you'd want to buy something from a company that offers post-sale services, such as a warranty. Post Sales Activities such as product/service implementation, customer service and support, gathering customer feedback, continued customer...
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...different information, which is critical to each persons’ major. In order to ensure that each member understood important parts of week four, each member chose an objective and wrote about it. Objectives which were discussed among team members of Team C include the channel of distribution, push and pull strategies, and direct and indirect distribution strategies. Channels of Distribution Channels of distribution are any series of firms or individuals who participate in the flow of products form producer to final user or consumer (Perreault, Cannon, & McCarthy, 2011, p. 284). The flow of products between the firm, intermediaries, and consumers is a large part of the overall profit margin of a firm that requires marketing teams to dedicate substantial time and planning towards choosing the appropriate channels. Distribution channels are a firms way in which they can get products to from manufacture to intermediaries and consumers in a direct or indirect manner that revolve around the Place within the marketing mix. Direct and Indirect Distribution The direct method of distribution channels involves going directly to the consumer. Firms bypass the intermediary (wholesaler) and issue the product to the consumer at the wholesaler’s price. This method is most often used for new product introduction or within geographic location setting in which the consumer is better suited to deal directly with the firm. Indirect distribution channels are the most common. Firms issue...
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...PLACE STRATEGY MARKETING CHANNEL FUNCTIONS * Information involves gathering and distributing marketing research and intelligence about the environment for planning purposes. * Promotion involves developing and spreading persuasive communications about an offer. * Contact involves finding and communicating with prospective buyers. * Matching consists of shaping and fitting the offer to the buyer’s needs by manufacturing, grading, assembling, and packaging. * Negotiation involves reaching an agreement on price and other terms. * Physical distribution consists of the transporting and storing of goods. * Financing addresses the acquiring and using of funds to cover the costs of channel work. * Risk taking assumes the risk of carrying out the channel work. CHANNEL CONFLICT: disagreement among marketing channel members on goals, roles, and rewards – who should do what and for what rewards. * Horizontal conflict: conflict between firms at the same level of the channel. For instances, some Ford dealers in Chicago might complain that other dealers in the city steal sales from them by pricing too low or advertising outside their assigned territories. Or Holiday Inn franchises might complain about other Holiday Inn operators overcharging guests or giving poor service, hurting the overall Holiday inn image. * Vertical conflict: conflict between different levels of the same channel. For instance, in recent years, Burger King has had a steady stream...
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...military officers titled as 'Logistikas' were assigned the duties of providing services related to supply and distribution of resources.” (…..) This system could have very well begun what we call logistics management in today’s modern time. Logistics has rapidly evolved over the past years. A person can’t talk about logistics without understanding the management structure of logistics which is the push and pull system because companies struggle trying to figure out which strategy to use. Push planning is generally supply driven and is a successful approach when a company owns market share and controls demand for its products. A push strategy combines the resources of retailers, wholesalers and manufacturers to create consumer demand for a product or product line. With this push strategy each phase of the supply chain pushes the merchandise forward to the next step in the supply chain. The manufacturer pushes the merchandise to wholesalers, the wholesalers then pushes the merchandise down to the retailers, and the retailer pushes the merchandise down to the consumers. This is pushed to consumers through the form of a discounted sales pricing. Since the push strategy's focus on value and their frequent use of rebates and other incentives they can be successful in overcoming consumer pricing advances. “A push may also be effective when the consumer is unfamiliar with...
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...(manufacturing) (transportation/ warehouse) (retail) (health care) (entertainment) (communications) Food Processing Industry Inputs Raw Vegetables Metal Sheets Water Energy Labor Building Equipment Processing Cleaning Making cans Cutting Cooking Packing Labeling Output Canned vegetables Hospitals Inputs Doctors, nurses Hospital Medical Supplies Equipment Laboratories Patients Processing Examination Surgery Monitoring Medication Therapy Output Healthy patients What Is Operations Management? • A simple definition: The set of activities that creates goods and services by transforming inputs into outputs. • Operations management is the management of systems that produce goods and provide services. – It includes planning,...
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...Research proposal | Dormi, futon bed | | The Futura Dormis ‘’A Dormi in a Dorm.’’ Contents The Product 2 Central Research question 3 Sub-Questions 3 Research Objective 3 Sub-Objectives 3 Distribution planning 4 Research design 5 Data Collection 6 Time plan 7 Sources 8 The Product Many industries are currently extremely saturated due to increasing global awareness of products and a converging global market. On the other hand, sleeping is one of the most important things in a person’s life and preferences may vary. The product we will be bringing to the Dutch market is Dormi. Essentially, it is a simple product that gives all the comfort of a luxurious futon that can be rolled up, extended or inflated in order to give each customer the ability to adapt it to their own preference according to space and sleeping habits. The Dormi is not only a perfect substitute for an average bed but is also sold cheaply to match the needs of the target market and making it highly affordable while still offering the ability of customization. The Dormi itself is a stylish new way of bringing unique look into any home or dormitory while offering all the comfort of the conventional oriental futons. The core product we offer is a cheap and comfortable bed. However Dormi is augmented to also ensure that it is highly customizable and easily inflated/deflated, attached and detached. Thanks to various Velcro strips, placed along the sides of Dormi, customers...
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...Wholesaling, and Logistics GENERAL CONCEPT QUESTIONS Multiple Choice 1. Intermediaries include retailers, ________, and logistical organizations. a. Internet companies b. wholesalers c. competitors d. box stores e. none of the above Answer: b Page: 503 Level of difficulty: Easy 2. Some intermediaries use strategic planning, advanced information systems, sophisticated marketing tools, measure performance on a return-on-investment basis, segment their markets, improve their target marketing and positioning, and ________. a. contend with dwindling customer bases b. aggressively “squeeze” manufacturer margins c. aggressively pursue take over strategies d. dominant the manufacturers they do business with e. aggressively pursue market expansion and diversification strategies Answer: e Page: 504 Level of difficulty: Easy 3. Retailing involves getting the goods or services to the ultimate consumer. Which of the following is NOT a form of retailing? a. The Internet b. Mail c. Vending machine d. Person e. none of the above Answer: e Page: 504 Level of difficulty: Easy 4. Major retailer types include the following EXCEPT ________. a. specialty store b. discount store c. catalog showroom d. the Internet e. superstore Answer: d Page: 505 Level of difficulty: Medium 5. Retailers can position themselves as offering one of four service levels. Which of the following is NOT one...
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...Marketing Channels and Supply Chain Management Chapter Objectives • Explain why companies use distribution channels and discuss the functions these channels perform. • Discuss how channel members interact and how they organize to perform the work of the channel. • Identify the major channel alternatives open to a company. • Explain how companies select, motivate, and evaluate channel members. • Discuss the nature and importance of marketing logistics and integrated supply chain management. Chapter Overview This chapter covers the important topics of supply chain management. Supply chains consist of both upstream and downstream partners, including suppliers, intermediaries, and even intermediary customers. The term value delivery network expands on the limited nature of "supply chain." It consists of the company, suppliers, distributors, and ultimately customers who "partner" with each other to improve the performance of the entire system. The chapter focuses on marketing channels--the downstream side of the value delivery network. A company's channel decisions directly affect every other marketing decision. And because distribution channel decisions often involve long-term commitments to other firms, management must define its channels carefully, with an eye on tomorrow's likely selling environment as well as today's. Channel members add value by bridging the major time, place, and possession gaps that separate goods and services from those who would use...
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...Marketing Channels and Supply Chain Management Chapter Objectives • Explain why companies use distribution channels and discuss the functions these channels perform. • Discuss how channel members interact and how they organize to perform the work of the channel. • Identify the major channel alternatives open to a company. • Explain how companies select, motivate, and evaluate channel members. • Discuss the nature and importance of marketing logistics and integrated supply chain management. Chapter Overview This chapter covers the important topics of supply chain management. Supply chains consist of both upstream and downstream partners, including suppliers, intermediaries, and even intermediary customers. The term value delivery network expands on the limited nature of "supply chain." It consists of the company, suppliers, distributors, and ultimately customers who "partner" with each other to improve the performance of the entire system. The chapter focuses on marketing channels--the downstream side of the value delivery network. A company's channel decisions directly affect every other marketing decision. And because distribution channel decisions often involve long-term commitments to other firms, management must define its channels carefully, with an eye on tomorrow's likely selling environment as well as today's. Channel members add value by bridging the major time, place, and possession gaps that separate goods and services from those who would use...
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...consumers for personal, nonbusiness use. Retailer or retail store is any business enterprise whose sales volume comes primarily from retailing. Retail life cycle retail-store types pass through stages of growth and decline that can be described as the Wheel-of-retailing hypothesis, after conventional retail stores increase their services and raise their prices to cover the cost. These higher costs provide an opportunity for new retail forms to emerge with lower prices and less service 1. Self-service: The cornerstone of all discount stores, self-service allows customers to save money by carrying out their own locate-compare-select process. 2. Self-selection: Customers find their own goods, although they can ask for help. 3. Limited service: These retailers carry more shopping goods, and customers need more information and assistance. The stores also offer services (such as credit and merchandise-return privileges). 4. Full service: Salespeople are ready to assist in the locate-compare-select process. The high staffing cost, the higher proportion of specialty goods, slower-moving items, and more services, add up to high-cost retailing. Corporate retailing Such organizations achieve economies of scale and have greater purchasing power, wider brand recognition, and better-trained employees. Target Market A retailer’s most important decision concerns the target market. Until the target market is defined and profiled, the retailer cannot make consistent decisions on...
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...to get the exclusive distribution for the product in USA, and their first start will be in Florida, because it is the home place for business. VJP has an excellent relationship with the distributors and wholesalers in Miami Dade and Broward, in Florida. VJP has the knowledge of the wholesale channel and want to develop with new products for the final customer. The final customer needs quality not too many ashes, burning time to at least 40 minutes per stick, availability at the store and good price to maintain their buying habit. Soft aromas in the other hand Wholesalers and Retailers need availability of the product with good quality with excellent price to be offered to their customers. The Keys to succeed are mainly the price, availability of the product, and to obtained that the final customer recognize the product as a high Quality brand, also the retailer and Wholesalers need to believe in the product. The main thing of the marketing strategy for VJP Trading corp is to focus in two aspects. First the quality of the product “green incense” has a high standard in quality and this is very important for the final customers and the strategy should be concentrated in developed this characteristic of the product. But on the second hand, the price for Retailers and wholesalers is more important than the quality so we should center the efforts in this point giving them support with POS materials, samples and promotion without cost for them, help to the final customers to decide...
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...Vol. 4, No. 12 International Journal of Business and Management Supply Chain Management and Challenges Facing the Food Industry Sector in Tanzania Juma Makweba Ruteri (Corresponding author) & Qi Xu Glorious School of Business and Management, Donghua University PO box 474, 1882 West Yan an Rd Shanghai, China Tel: 86-21-6237-3965 Abstract The complexities of food supply chain impose enormous challenges to the processors. As compared to multinational food companies operating in Tanzania, local firms have been performing inefficiently or going out of the business because they could hardly withstand the competition. SCM in the food industry sector was studied in a qualitative survey covered 23 food processing firms in Tanzania, with the purposes of identifying the existing supply chain operation, knowledge of SCM concept and challenges facing the sector. The findings of this study suggest that a lot of efforts need to be addressed to ensure that food processors benefit from SCM concept. The understanding of SCM concept among the processors seems to be low, thus, hindering them from taping up the advantages that SCM concept offer. The sector still faces a number of factors which impede the firms to grow fast and compete in the global market. Such factors include technical know-how, research and development, capital, managerial and physical infrastructures. Keywords: Supply chain management, Inventory management, Customer perceived value, Food industry 1. Introduction Food industry...
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...Final Marketing Plan MKT/421 February 20, 2014 Robert Thompson Final Marketing Plan for Pepsi GO Tea The history of Pepsi-Cola dates back to 1902 when a young pharmacist named Caleb Bradham began experimenting with mixing a combination of juice, spices, and syrups to create a new and refreshing drink to satisfy his customers. In these efforts, he succeeded beyond all expectations inventing the beverage know today as Pepsi-Cola. Our goal is to be the leading producer of healthy products to include our new Go-Tea. Pepsi explored the market and will now launch a new tea for its customers. The Pepsi Go-Tea “will offer a healthier choice of tea containing low sodium, no fat, carbonation, or sugars which is a major concern for the consumer (Tea Fact Sheet, 2013).” Pepsi will make its first priority to appease to the taste of the consumer and to ensure a healthy drink is produced in the most environmentally safe containers. Team B will introduce a new tea, named “Pepsi GO Tea.” Although the Brisk product is a subsidiary of PepsiCo, the company is looking to launch a new product named Pepsi Go Tea. This new tea will be different because the oils that produce the flavor for the teas normally diminish over time. PepsiCo will use loose tea leaves opposed to rudimentary tea bags. The loose tea leaves enable room for the tea leaves to swell and expand with room to infuse their flavors. In contrast, tea bags do not render such an option based...
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...images in the minds of customers, the customers better understand the value that is being offered. A major way marketers create positive and distinct images is through marketing communications. 1.3. Identify Prospects Identifying prospects is becoming an increasingly important goal of marketing communication because modern technology makes information gathering, much more practical, even in large consumer markets. Technology now enables marketers to stay very close to their customers. 1.4. Build Channel Relationships When producers use marketing communications to generate awareness, they are also helping the retailers who carry the product. Producers may also arrange with retailers to distribute coupons, set up special displays, or hold promotional events in their stores, all of which benefit retailers and wholesalers. Retailers support manufacturers when they feature brands in their ads to attract buyers. Cooperating in these marketing communication efforts can build stronger channel relationships. 1.5. Retain Customers Loyal customers are a major asset for every business. It costs far more to attract a new customer than to retain an existing customer. Marketing communications can support efforts to create value for existing customers. They can...
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... | TO: Philip Harvey FROM: Zhijie Bai RE: Population Services International: The Social Marketing Project in Bangladesh DATE: 11/18/2013 As part of the population control program in Bangladesh, PSI introduced two products - Raja condoms and Maya contraceptive pills. Unlike traditional marketing, PSI was involved in societal marketing. Over the time the sales of Raja increased tremendously and we were successful in grabbing a major part of market share in Bangladesh. But in case of Maya the sales started declining after a period. Even though we were selling Maya at a cheaper price, the competitors with higher price became successful in the market. The profit margin earned by retailers and wholesalers was very low for Maya compared to similar products in the market so they did not promote sales of the product. Earlier when Maya was introduced, it was a successful in terms of sales. But as time passed, people developed various bad notions about the pill. They associated the pill with birth control, considered it as an inferior drug because of its low price & the side effects caused by external factors were also related to it. Even the doctors advised not to use Maya because they thought it...
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