Marketing Mid-Term

Marketing Mid-Term
1. Why is Personal Selling important to the economy?
Ans: Personal selling is where businesses use people to sell the product after meeting face–to–face with the customer. Personal selling is flexible and
has many characteristics. For instance, the sales person can answer and overcome objection and focus on points of customer interests. Also, it builds
relationships in the form of ensuring that buyers receive the appropriate service. Moreover, direct feedback, in this form of communication, the sender
can directly gauge the feedback from the receiver. Direct feedback will allow the sender to know how well the message is being communicated.
2. How is Trust–Based Relationship Selling superior to Transaction–Focused Traditional ... Show more content on Helpwriting.net ...
Salespeople must understand their company's culture, mission, policies, goals and procedures so that they may effectively and accurately represent the
company when interacting or negotiating with its prospective and current customers. Salespeople must have a thorough understanding of their product
offering so that they are perceived by the customer as experts and capable of accurately matching those offerings to the needs of the customer.
Salespeople must possess knowledge of their competitors so that they know how to position their products against those of their competitors'.
7. Why are Ethics Important?
Ans: Ethics concern an individual 's moral judgments about right and wrong. Decisions taken within an organization may be made by individuals or
groups, but whoever makes them will be influenced by the culture of the company. Business ethics have a more powerful influence on the existence of
a business operation than most people think. They can create a positive image of a business that boosts the growth and sales by increasing consumer
trust. On the other hand, breaching business ethics could create serious damage; causing customers turn their backs on a business.
8. How do the Consumer Markets differ from Business Markets?
Ans: Consumer market is the market where
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Ending War Between Sales and Matketing
www.hbrreprints.org
In many companies, sales forces and marketers feud like Capulets and Montagues– with disastrous results. Here's how to get them to lay down their
swords.
Ending the War Between Sales and Marketing by Philip Kotler, Neil Rackham, and Suj Krishnaswamy
Included with this full–text Harvard Business Review article: 1 Article Summary The Idea in Brief–the core idea The Idea in Practice–putting the idea
to work 3 Ending the War Between Sales and Marketing 14 Further Reading A list of related materials, with annotations to guide further exploration of
the article's ideas and applications
Reprint R0607E
Ending the War Between Sales and Marketing
The Idea in Brief
In too many companies, Sales and Marketing feud like ... Show more content on Helpwriting.net ...
Creating opportunities for Sales and Marketing to collaborate–for example, planning a conference together or rotating jobs. Having downstream
marketers develop sales tools, help salespeople qualify leads, and use feedback from Sales to sell existing offerings to new market segments.
Evaluating and rewarding both teams' performance based on shared important metrics. For instance, establish a sales goal to which both teams commit.
And define key sales metrics–such as number of new customers and closings–for salespeople and downstream marketers.
Aligned
The business landscape is marked by complexity and rapid change. Marketing has split into upstream (strategic) and downstream (tactical) groups.
Integrated

In many companies, sales forces and marketers feud like Capulets and Montagues–with disastrous results. Here's how to get them to lay down their
swords.
Ending the War Between Sales and Marketing by Philip Kotler, Neil Rackham, and Suj Krishnaswamy
Product designers learned years ago that they'd save time and money if they consulted with their colleagues in manufacturing rather than just throwing
new designs over the wall. The two functions realized it wasn't enough to just coexist–not when they could work together to create value for the
company and for customers. You'd think that marketing and sales teams, whose work is also deeply interconnected, would have discovered something
similar. As a rule,

Organizational Structure Paper
Organizational Structure Paper
For the past 3 years, I have worked for a company called 2020 communications. This company has many different contracts with other companies like
Verizon, T–Mobile, and other wireless providers. As a Territorial Manager I do not work for these global wireless companies, we manage the
territories and make sure that the actual stores are selling the company's products and services. 2020 Communications has a simple structure that
consists of a single individual that runs the company. Under that individual there are 2 district managers and then there are territorial managers that
work directly for the company. I am contracted to work for T–Mobile to manage 9 locations. In the company in which i work for they ... Show more
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They then put together a strategy and a plan to make those goals come to past. Tactical plans go hand in hand, with strategic planning because
tactical planning is are a more detailed direct set of plans to complete the bigger picture. Operational plans consist of the day to day operations and
the way the company is ran on a daily business. In my company we have a very strategic set of plans and goals inwhich the company is trying trting
achieve. we have monthly meetings in which we sit and discuss the many different day to day operations that are working and bringing in revenue to
the company. We also talk about the different aspects of the business that need changes, whether if it is customer based or service related.
Human resources playes a big role in 2020 Communications, they are the back bone of the company. HR has steared away for the traditional hire
and fire role and developed to an integral part of the business. The Human Resource department goes through diffeent strategies in which wherre they
try and disect all aspects of the company to try and make the staff happy and have the best interest of the company. It is easy for a company to focus
on these aspects due to the fact that we dont have to worry about paying storefront cost for acutual locations. We kind of piggy back off of the
copporate locations. HR also comes up with differrent training that will help the management staff become better

Allied Office Product Case Study
Question 1
Activity Based Service Cost for the TFC business Activity| Total Activity Cost ('000)| Activity Driver| Usage| Actual Cost| Storage| $ 1,550 | Number
of Cartons| 350,000 | $ 4.43 | Requisition Handling| $ 1,801 | Number of Requisition| 310,000 | $ 5.81 | Basic Warehouse stock selection| $ 761 |
Number of Requisition Г— 2.5 lines| 775,000 | $ 0.98 | "Pick–pack" activity| $ 734 | (Number of Requisition Г— 2.5) 90%| 697,500 | $ 1.05 | Data
Entry| $ 612 | Number of Requisition Г— 2.5 lines| 775,000 | $ ... Show more content on Helpwriting.net ...
The ABC system will help management analyse the profitability of each customer and restore the profitability of the company. Allied needs to offer
benefits such as modified compensation plan focused on growing customer revenue and profitability to help encourage sales behaviour. TFC is able to
significantly improve profits by concentrating on individual account management which SBP is capable of by identifying service costs and calculate
the contribution for each account and then rank the accounts according to profitable ones. TFC should charge its customers based on their service
usage by using cost plus pricing. The customers would be charged based on the cost of product plus service charge based on SBP systems plus a
mark–up so that it will be fair to customers that have the same sales but different level of service.
Question 5
Allied value chain process starts from the natural resources which is turned in to raw materials such as papers and then manufacture produce a standard
computer printout paper and fax paper to custom–designed forms tailored to meet the demand of the client. From here on, the product is moved to
sales. The business is expanded by making warehouse and distribution network. Allied build TFC to facilitate customers that have problems with
inventory. TFC service has its own value chain which starts from storage and inventory financing, requisitioning, stock selection and pick–pack, order

Johnson Beverage Inc
Robert KennedyCollege
|Financial Management |
| |
|Number of the assignment: Final Assessment |
|Name of the assignment: Johnson Beverage Inc |
| |
|Date: November 26th , ... Show more content on Helpwriting.net ...
JBI distributes principally bottled sports drinks provided by small specialty beverage companies. The company's discounts policy depends on
customers and is based on a number of commercial factors.
One of JBI's best and most loyal customers for years, Saver Superstore, had been approached by a competitor and may want to negotiate a lower price
for its product purchases.
During a meeting held to address the situation Johnson's accountant Jim Thomas presented a compiled report on customers profitability and profit
margin where customer service costs are allocated to customers as a percentage of revenue. This analysis brought Johnson to the conclusion that Saver
Superstore is not a very profitable customer compared to other client retailers ,that it is one of their lowest–margin customers and he can't consider
lowering prices for them.
The operation manager for JBI suggested considering that Saver Superstore is an easy to deal with partner unlike some other customers that make the
business spent a lot of time on their rush orders .This comment brought Johnson to wonder about the customer service costs structure and allocation
system. The current system allocates these costs based the revenue generated by each customer which assign a large share to Saver Superstore the
biggest one.
JBI's accountant Thomas suggested collecting information about the time and the amount of activity devoted to customer which might help the company

Jamba Juice Hr Interview
Manager Interview– Jamba Juice
Company Business and HR Strategy
Jamba Juice's company strategy focuses on the customer experience, optimizing store performance and developing a people pipeline. Jamba believes
that each team member and manager contributes to the profitability of his or her respective store and that each store makes a difference. Therefore
human capital is their main priority and greatest asset. Jamba Juice's HR strategies are highly in line with meeting their performance goals as well as
their objectives to develop people into the future leaders of the company.
Hiring
The managers and team members of each store make an impact on sales, customer service and the overall Jamba Juice experience for the consumer. ...
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New team members are also given "training mentors" to help them adapt to the initial environment, making their first smoothie, ringing up at their first
purchase, and ect. These training mentors help ease the process of learning new material and provide them with a sense of instant support and a
teamwork feel. Upon training, new team members also receive a "bingo" card (see attached) that must be signed off every time a new objective is
learned. Throughout the bingo card there are practices and evaluations, and at the end there is a "whirl pinning ceremony." At this ceremony the new
team member receives their whirl to wear on their apron signifying that they made it and are an officially "informed" Jamba employee. This bingo card
and "reward" at the end is motivating and provides a visual and tangible appeal to finishing the training process. During training is when Jamba focuses
on their key strategies of great customer service, "wowing" the customer and always leaving the customer with a smile. Training does not stop after the
first month but continues throughout the course of employment. Roughly every month a new project or initiative comes out and each team member
and manager must take a "product knowledge test" to see how well they understand the product and to ensure that they will be able to communicate the
benefits to the customer. Being tested on material reinforces

Adams Case
CASE: Adams Brands Issue: Among the three short listed candidates for the position of Key Accounts Supervisor for the Ontario region, who should
Mr. Ken Bannister (Regional Sales Manager for Adams Brands) hire? Current Situation: Market volume for the confectionery industry is flat due to the
changing trend in consumption driven by the changing age in distribution of the population. Growth is only driven by price increase at 10%.
Distribution / availability and visibility are seen as important elements in influencing the sale due to the nature of its products, impulse items. In
addition to this, the bargaining power of the retail trade has been shifting away from the suppliers (i.e. manufacturers like Adams) and is in favor of the
... Show more content on Helpwriting.net ...
|Communication |Yes |Yes |Yes | |merchandising opportunities) on a per |Selling (operational 'know
–how') |Yes |No |Yes | |store level with buyers
|Analytical | | | | | | |No |Yes |Yes | |Prepare and present plan–o–grams as part |Creativity |No |No |Yes | |of the merchandising initiative to the |Selling
with Merchandising ('know–how') | | | | |stores | |No |No |Yes | |Conduct actual store check and |Selling (operational 'know–how') |Yes |Yes |Yes |
|competitive intelligence | | | | | The decision process made was basically to align the position expectations with the skills of the candidates based on the
assessment. This will

Ziggy's Suit Department Systems Analysis & Design
Ziggy's Suit Department
Systems Analysis & Design
Zachary Powe
ITM 6000–Final Project
Mrs. Constance Jolly
March 8, 2012
TABLE OF CONTENTS
Business:4 Organizational Chart:5 Preliminary Investigation:5 Project Definition Document6 Problem Statement:6 Project:7 Mandatory Objectives:7
Desirable Objectives:7 Priority of Project:7 Project Scope:7 Terms of Reference:8 Time/Business Deadline:8 Assumptions:8 Systems Analysis:10 Data
Dictionary: Data Elements12 Data Dictionary: Data Flows15 Data Dictionary: Process Descriptions:18 Data Dictionary: External Entities21 Data
Dictionary: Data Store24 List of Constraints:25 Forms and Reports:26 Alternative Solutions:29 ... Show more content on Helpwriting.net ...
The factors for the loss of revenue are: 1) Having an outdated application/ database server, 2) Having outdated sales and inventory management
software, and 3) Not implementing e–commerce as a business model. We depend on the server to maintaining accurate data, in terms of inventory and
sales data. Ziggy's Suit shop cannot maintain accurate sales, and customer transactions. The problems seem to reflect the outdated sales management
software being used at the time. The Ziggy's Suit Department is having additional problems with maintaining accurate designer inventory data this
includes; quantity of products hand, amount products sold, amount of inventory on order, price at point of sale, and the expansion of new designer
inventory.
Project Definition Document 1) Company Name: Ziggy's Suit Shop 2) Project Manager: Zachary Powe 3) Division: N/A 4) Sponsor: Mrs. Constance
Jolly 5) Project Name: Ziggy's Suit Department
Problem Statement:
My Company is losing customers and revenue to competitors. The factors for the loss of revenue are: 1) Having an outdated application/ database
server, 2) Having outdated sales and inventory management software, and 3) Not implementing e–commerce as a business model. We depend on the
server to maintaining accurate data, in terms of inventory and sales data. Ziggy's Suit shop cannot maintain accurate sales, and

Haverwood Furniture
Jeremy Kris
Marketing Policy and Strategy
10/22/2013
Haverwood Furniture
The household wood furniture industry is healthy and growing. Total industry sales in 2007 were estimated to be $31 billion at manufactures prices.
Three categories of furniture divide the industry. First upholstered furniture which makes up 50% of sales, Secondly wood furniture at 40% of the
industry market share which has grown 2.5% in 2007 and is projected another 4% in 2008, this second category includes dining room and bedroom
furniture. Third and last is the other category at 10% this includes ready to assemble and casual furniture. Haverwood has established themselves as a
medium to high priced furniture company through 1,000 carefully selected high ... Show more content on Helpwriting.net ...
The biggest challenge that they face as a company is they do not have the room the increase expenditure by such a vast amount. Currently there is
$3,675,000 in promotional dollars allocated as follows; sales and administration expense (995,000), cooperative advertising programs with retailers
(1,650,000), consumer advertising (562,000) and trade promotion (467,000). adding the $225,000 increase in consumer advertising will not allow
the 5% of expected sales for total promo expenditures. John Bott, the vice president of sales disagreed with the budget allocation and noted that
sales expenses and administration cost were projected to be $65,000 in 2008. This led him to believe that an additional sales representative would be
needed to service company accounts because 50 were being added. Therefore he estimated this addition would cost at least $70,000 including salary
and expenses in 2008. Bott also stated that "That's about $135,000 in additional sales expense that have to be added to our promotional budget for 2008"
My recommendation is that they do not invest the additional $225,000 in consumer advertising. Considering the additional amount will only be going
into magazines which do not provide enough incentive for a purchase decision from the buyer. I believe that Haverwood should allocate the amount 50
/50 and invest half

High Spot Is A Substance Administration Stage
HIGH SPOT
High spot is a substance administration stage that lets business clients make entryways, construct learning bases, execute playbooks, convey preparing,
and even track industry news. It handles all the ways a current association needs to share data. High spot is intended for business clients so no IT
advancement is needed. Furthermore, it uses machine figuring out how to convey incredible list items, propose related things, find new substance, and
for the most part associate individuals to the most significant data.
Highspot is the business ' most developed deals enablement stage, helping associations close the circle crosswise over promoting, deals, and the client.
Utilizing Highspot, deals groups are associated with the most ... Show more content on Helpwriting.net ...
Content Genomicsв„ў tracks the DNA of substance as it advances over an association and it is the first utilization of machine figuring out how to
advertising and deals content.
Highspot was established with the objective of tackling the Sales Enablement issue to make it less demanding for deals reps to locate the substance they
need and make them more powerful in bringing deals to a close. We realized that a comprehensive arrangement would lay on 3 columns, all
incomprehensibly better than the substance frameworks of yester–year; (1) insightful and adaptable substance administration stage that makes it simple
for deals groups to locate the substance they require, (2) effective and rich pitching and email frameworks that make it simple for salesmen to connect
with clients, and (3) powerful examination that empower deals and showcasing to gauge what is working and to streamline execution. While every one
of these columns speak to incomprehensible changes over past arrangements, examination is the foundation that brings the circle between deals to a
close and showcasing and gives the information to deliberately enhance deals viability. Just through precise execution investigation can an association
learn, enhance and upgrade.
We immediately acknowledged, be that as it may, that there was a gap in the embankment. The greater part of substance that a business groups utilizes
deals presentations, in particular–are customized for a given prospect or tweaked for a

Case 10 Cooper Processing Essay
Case 11: The Cooper Processing Company
The Cooper Processing Company (CPC) is a manufacturer, or processor, of food products.
Located in Lansing, Michigan, the company provides a national market with processed and packaged meat items, such as hot dogs, bologna, and
sausage. Due to increased costs in marketing and logistics, CPC hired you as an expert to analyze costs and investments. After analysis, make
recommendations to management.
The company sells its products through two separate channels of distribution. Each is treated as a separate profit center with full financial
responsibility for income statement and balance sheet.
The first channel is associated with retail grocery stores and supermarkets. The second channel is ... Show more content on Helpwriting.net ...
You find that the gross margin in the retail channel is 70%; in the foodservice channel it is 45%.
Next, you find that all of the salespeople are paid a straight salary, and all receive exactly the same amount of salary. However, you find that of the 50
sales people employed by CPC, 40 of them are devoted to the retail channel, 10 of them are devoted to the foodservice channel. Since there are no
sales managers and each salesperson pays for selling expenses out of their salary, this accounts for all of the personal selling expense.
You learn that all sales promotions were conducted in the retail channel.
Next, you discover that there is a great difference in the number of orders placed by customers in each channel and the deliveries to each channel. You
find that the retail channel accounts for 70% of the orders placed and 80% of the delivery expense. The foodservice channel accounts for 30%
of the orders placed and 20% of the delivery expense. Your activity–based approach suggests that this is a reasonable way to trace the costs directly to
each segment.
Next you learn that packaging differs for each channel. You discover that retail accounts for 80% of the packaging cost, foodservice for 20%. (Don't
worry about how you discovered this).
Next, you discover that only the retail channel requires "labeling". The company has a machine which applies

Wal-Mart Case Study
1. To what extent is Wal–Mart's performance attributable to industry attractiveness and to what extent to competitive advantage?
Wal–Mart is a company which operates in the service sector, more specifically in the "Discount, Variety Stores/Retail" industry. The company's superior
performance is demonstrated through the fact that it was America's largest company (in terms of revenue) in 2002, and the reputation of the company
is reflected in the opinion of "Fortune" who have identified Wal–Mart as one of the world's most admired companies. In 2004 Wal–Mart had been
hiring 1.4 million employees – making it the largest corporation in the world. Wal–Mart's share prices have also been stable at time of stock market
volatility. There are ... Show more content on Helpwriting.net ...
The store management is decentralized, allowing individual store managers more power in decision–making, as they were expected to come up with
their own methods for cutting prices and increasing sales. This is done differently in the competitors' stores, where policies are brought in regional
offices. Superior personal customer service offered at the stores from 9am to 9pm six days a week, with shorter working hours on Sundays
(Supercentres were open continuously) together with specialized employee training provided customers with an atmosphere in which they were happy
to spend their time and money.
Marketing
Wal–Mart's slogan "Everyday Low Prices" is the milestone of their communication with the public as well as their basic business principle. The
corporation mainly used word–of–mouth advertising and spent a lot less on marketing than the industry competitors. A strong emphasis was put on
patriotism and national causes, when it comes to the U.S. market.
Information Technology
Wal–Mart's advanced data–mining tools allow them to fine tune and improve customer responsiveness, giving customers what and when they want in
offer. It can be compared to
Human Resource Management
In Wal–Mart, employees are valued and empowered. All employees are called "associates" symbolizing their importance to the firm. The belief is
also that the employees will work harder if treated well. Open doors and open books policy is enforced to make sure that, employees are empowered to

Sales Agreement
SALES AGREEMENT
THIS SALES AGREEMENT (the "Agreement") dated this _1st_ day of April 2014 between:
Brenda's Widgets Inc. (BWI) of 123 Main St., Podunk, Iowa 48158
(the 'Seller') –AND–
Jim's Hardware Store (JHS) of 456 First St., Secondville, Michigan 49454
(the 'Purchaser')
IN CONSIDERATION OF THE COVENANTS and agreements contained in thisSales Agreement, the parties agree as follows:
SALES OF GOODS 1.The Seller will sell, transfer and deliver to the Purchaser on or before May 30, 2014, the following good (the 'Goods'): 10,000
widgets.
Purchase Price
2.$5.00 per widget. The Purchaser will accept the Goods and pay for the goods with the sum of Fifty Thousand Dollars ($50,000) USD, paid ... Show
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U.C.C. – ARTICLE 2– SALES (2002) вЂє PART 3. GENERAL OBLIGATION AND CONSTRUCTION OF CONTRACT в
Ђє В§ 2–314. Implied
Warranty: Merchantability;
Whereas the seller warranties Goods, including but not limited to, any implied warranty of merchantability or fitness for a particular purpose.
Purchaser does not assume, or authorize any other person to assume on behalf of Seller, any liability in connection with the sale of Goods. Seller's
warranties do not, in any way, affect the terms of any applicable warranties from the manufacturer of the Goods.
Title
7.Title of the Goods will remain with the Seller until delivery and actual receipt of the Goods by the Purchaser or, in the alternative, the Seller
delivers a document of title or registrable Bill of Sale of the Goods, bearing any necessary endorsement, to the Purchaser.
Security Interest

8.The Seller retains a security interest in the Goods until paid in full.
Inspection and Acceptance
9.Inspection of the Goods will be made by the Purchaser at the place of delivery. Purchaser shall have 15 calendar days from date of delivery to
inspect the goods and notify Seller of any defective goods. In the event the Purchaser is not satisfied with the condition of the goods, the Purchaser
shall notify the Seller in writing within 10 days. Once the Purchaser notifies the Seller about the defective goods, the Purchaser will return the
defective goods via the Purchaser carrier at the expense of the Seller within

The Analysis of Marketing Management for Wal-Mart Stores
The analysis of marketing management for Wal–Mart stores with the strategies implementation
Introduction:
Wal–Mart store was established in 1962 in American, as a multinational corporation, it operates 8500 stores over 10 countries in the global market with
the 50 different names for the different stores in different countries. Company no longer can pay attention only to their domestic market. Many
industries are global industries, and their leading firms achieve lower costs and higher brand awareness (Kotler, 1994). In 1996, Wal–Mart entered the
retail market in China, due to the retail market in China has significant competitive advantages. As the worldwide supermarket, Wal–Mart created the
net sales almost $374.5 billion in 2009 for ... Show more content on Helpwriting.net ...
Wal–Mart utilized the advanced information technology in terms of both transportation system and distribution system. In detail, the usage of
technology equipment enables facilitating the efficiency operation of business for everyday. With use of wireless technology, electronic label devices
and automatic checkout machine, the abilities of operation daily has improved as well as time has saved through efficiently handle the huge workload.
The application of advanced technology enabled the corporation save the operation cost, therefore creates additional value and profits for the business.
There is another popular technology was employed to all stores Wal–Mart. On–line shopping as the communication channel between customers
particular in those people who are inconvenient go shopping to stores and company for further development of the business. Online shopping is not
only serve the customers as time saving, but also helps the company declines the operation costs.
Customer will regularly buy from a repertoire of goods and services within a given field. Therefore customer loyalty programmes may engender
behavioural loyalty but they may not guarantee attitudinal loyalty when a competitive brand develops its own loyalty schemes or the customers cashes
in his or her rewards (Cook, 1997). Wal–Mart emphasizes that keep a good relationship

How to Lose an Account
1. Things had gone well with this account overall. What, though, were the critical issues in determining the customer's satisfaction that led to the loss
of the customer? Was the problem simply a lack of satisfaction with the product? Using concepts from the chapter, describe how the customer's value
equation was influenced by the experiences both before the call and during the call.
Companies in all industries and of all sizes understand that customers are perhaps their most valuable assets. Improving the overall customer experience
is vital for continued success and survival, and always has been.
In the words of many industry professionals, losing a customer is the absolute worst thing that could happen to our company. This mantra... Show more
In order to have a successful long–term relationship the most important thing is to have mutual trust. Because without trust ( partners can trust and
depend on each other, resolve problems as they arise and settle differences between them when it necessary) unhappy customers will not stay loyal
to the company and will go out to our competitors. According to J. Tanner "trust is a belief by one party that the other party will fulfill its
obligations in a relationship" (p.362). When we earned the trust of the other party, our relationship is strong and we do not need to constantly
monitor each other's actions because both believe that other parties will act in a way that is best for both parties. But trust only is not enough, which
is why it is a combination of five factors: dependability, competence, customer orientation, honesty and likability. As we can see, Tony did not
possess the honesty factor. When Sharon Collins raise the problems about the copiers, Tony was also aware of the problem but hadn't processed the
request to replace the copiers yet and he was told to say that the company was reviewing the problem and the problem would be solved in one way or
another. The problem occurs when Sharon called the service director to explain the problem, Tony hemmed and hawed and avoided answering the
question, and as a result he was being dishonest. Honesty is both truthfulness and sincerity and honesty is related to

Good or Bad Customer Service Essay
A large part of being a good service provider is ensuring customer convenience.
Study findings show that strong leadership systems focus on customers, motivate employees, and implement their customer service vision. They also
focus great attention on gathering the information needed to track customer satisfaction, and employees overall performance. Customer service should
be designed and delivered seamlessly from the customer's point of view. Customer–driven operations lead to success. Decentralized, uncoordinated
customer service provision makes for a most frustrating experience for customers.
Great food, high–traffic location, and super decor –– all are important to the restaurant business. If you take a close look at what ... Show more content
on Helpwriting.net ...
I took my family to our local McDonalds for lunch a week ago (after 1 pm) and waited in line for over 25 minutes with only 4 other customers in
line before us. Of the two cash registers originally open, one lady (unable to read name covered by apron) left without informing the people in line
directly in front of her that she was closing. The assistant manager (I assume since he had no name tag but was wearing a striped shirt (everyone
else was wearing green shirts)) was called to the front 4 times to correct erroneous orders, and finally opened another register. Unfortunately, he
waited on us. We ordered salad shakers that ended up being (at best) warm. He needed to return to the register for each item, and even then had the
order messed up. He literally threw my children's orders of French fries on the tray as well as their burgers. While we were waiting, I watched one
rather slovenly worker (with a large grease stain and cheese on his BACK) throw a "to–go" bag and complain to the people in the back
about being busy. There appeared to be more than enough people working, but planning and management were severely lacking.
I recently visited another McDonalds in my area with my kids and my little cousin, then I have another disappointment. I ordered the kid meal for
him; it came with a toy and a drink with the meal. I asked for milk, which to me is more nutritious than soda. Soda does have gobs of sugar in them,
which is not healthy for any human young or

Baxton Case Analysis
I. Factual Summary: * Baxton Technology has a reputation for quality products, primarily in the wheel alignment segment. * By 1999, Baxton had
sold 1,054 hoists and had sales of 9,708,000. 60 percent of the sales were in US, and 40 percent were in the Canadian market. The total number of
hoists sold in the U.S was 632 for a sales figure of $5,824,800. However, the total number of hoists sold in Canada was 422 resulting in a sales figure
of $3,883,200. * Sixteen companies competed in the automotive lift market in North America; 4 in Canadian, and 12 in the United States. The industry
is dominated by two large U.S. firms, AHV lifts and Berne Manufacturing. AHV lifts has 40 percent of the market share and Berne manufacturing...
Operating in Europe opens up entirely new and very large (almost U.S.–sized) opportunities for sales since most of the countries in Europe are
interconnected, which means there is free movement of goods, persons, services and capital. The entry to Europe will give Baxton opportunities to
reach a higher number of customers. If customers are satisfied with the superior quality of Baxton 's hoists, then the reputation of Baxton will be
enriched, as a result. this might open up additional opportunities to expand further in the world. Once Baxton turns into a global corporation, the
company will see an added brand value.
Currently, Europe does not have any dedicated, large manufacturers of scissor lifts. However, there was only one firm in Germany that manufactured a
scissor–type lift. So far, no dominant manufacturer of hoists exists in Europe as was the case in North America. Based on the number of vehicles
operating in Europe presented in the case, Europe appears to be at a growing market, based on new registration numbers. The number of new–vehicle
registrations is an indicator of the future vehicle repair and services needed this give Baxton an indication of whether or not their services will be
profitable.
Alternative 2: Avoid the European Market and stay focused on U.S market
Baxton can refrain from entering the European market for now, and focus on U.S. sales

Lafarge-Agent
1. How can Lafarge–Aget differentiate its position in the eyes of customers? Aget is operating in a commodity market. Is only way to avoid price wars
and to gain more market share is by differentiating themselfs from the other suppliers by providing there customers additional value. Aget should invest
in establishing a customer – supplier relationship. This relationship should address the following issues: * More frequent written/electronic
communication – lower acquisition costs for firms * More frequent face to face communication , written / electronic communication– lower operation
costs. * Being flexible towards the customer's needs – lower firms acquisition and operations costs. * Quality – lower firm's acquisition... Show more
Aget should also divide the market in different segments. Every segment probably wants a different kind of cement, but probably also a different kind
of service. So Aget has to give the right service to the right segment of the market. So it's important that they adjust their service for their different
costumers. Aget should also look for new kind of cement. By investing in research and development in order to be one step ahead of the competition.
This all will lead to a good customer relationship and customer loyalty. 5. How can Aget develop a profitable customer relationship, without cutting
prices? The first step of developing a profitable customer relationship is to understand what factors may affect customers' final decision making. As we
known, the factors include previous experience, quality of objectives, the salesman, sale strategy, service, price etc. In terms of these factors, without
cutting price, we can adopt following actions to attract customers, obtain customers satisfication, develop and maintain a profitable customer
relationship. 1.Product offering must go beyond customers' expectations, and better than their previous experience. * Increase the quality of offering *
Provide product augmentation (for exceeding customers' expectations) * Develop a core product with prominent character to attract customers'
attention 2.Establish a superior customer service network. * Provide full transaction

Report Writing Skills Example
CUSTOMER SATISFACTION REPORT BASED ON THE LATEST NATIONAL PASSENGER SURVEY (SPRING 2011)
AUTHOR: ONUR AYAN
DATE: 27/10/2011
TO: MANAGERS OF SOUTH WEST TRAINS
Summary
In this report we have analysed the results of National Passenger Survey. The research gives us vital information about our customers' opinions on our
services.
From the analysis it could be seen that the recent priority issues are the lack of employees in direct service areas, parking place problems and
physical conditions of our assets. Nearly 5 in 10 of our customers are not happy about the availability of our staff. Almost half of our customers are
declaring that they have problems about finding a parking place. Approximately %50 of our customers is ... Show more content on Helpwriting.net ...
It is important that only %50 (nearly) of our customers are thinking that our staff are generally available to help them. The responses of our staff are
generally taking pleasure of our customers.
2.3 Physical conditions
General satisfaction level from the physical conditions of our assets is nearly %60. There are no significant changes since last year.
2.4 Before–after journey transport facilities
There is a significant decrease on the number of our satisfied customers' thinking that it is convenient to pass other forms of public transport, %82 to
%71 (Peak times). The general satisfaction is nearly %73 in present. The satisfaction from the facilities for car parking is decreased %7.
3. Conclusions

The research has shown us the general satisfaction levels of customers. It is important to know that only %35 of our customers have replied the
survey. The most important segments are satisfaction levels of facilities and services, availability of staff and car parking facilities. Low levels of
these segments could be caused by our new routes. The secondarily important segment is the customers' satisfaction from the physical conditions of our
trains and stations. These areas should be focussed in recent period. The research showed that the satisfaction level in peak times is slightly fewer than
the off–peak times.
Generally, we might say that there is no significant changes happened in the customer satisfaction levels

Bus210 Developing Good Business Sense
Developing Good Business Sense By XXXX University of Phoenix Axia College BUS210 XXXXX Choose three companies and observe how
employees do their tasks. These can be three different fast–food restaurants or three entirely different types of companies, such as a fast–food
restaurant, a department store, or the emergency room of a hospital. In doing this research paper I was able to observe businesses in three different
fields. I observed an Electronics Store where the employees were paid on commission, a clothing store that paid their employees an hourly salary and
a shipping company that paid its employees an hourly salary. While visiting the electronics store that paid their employees a commission salary based on
... Show more content on Helpwriting.net ...
When an employee is hired, the managers discuss the company policies and standards while setting expectations with the employee. The manager
then spends a majority of their time teaching the employees how to work effectively. After training the employees, the managers put themselves
in positions to observe the staff members so they are able to provide feedback. They make every effort to catch the good behaviors so they can
provide recognition and boost the employee's morale but they are also willing to provide developmental feedback when necessary. The manager
informed me that this approach works for their company because it creates a fun and positive environment and the employees know they will
always be treated fairly (Thomas, 2010). The shipping company had a completely different manner of operation because of the business they were
in. The manager informed me that their company is more focused on working fast and efficient. The company's goal is to deliver packages before
deadlines and they train their employees to execute all their operations in the same manner. The company gives the employees goals and deadlines
for every aspect of their job. For example, they have a specific time that they have to report to work, stock the delivery truck, inspect the truck and
deliver packages. The company makes everything time bound and the employees are expected to do as much as they can with as little as possible
(Holmes, 2010). What are the main

Essay about Avon Calls on Foreign Markets
Avon Calls on Foreign Markets
Scholarly Activity 3 – Unit VII
Kayla J. Jackson
Columbia Southern University
Marketing Orientations Avon's entrance into Canada, its first foreign market, was based on a sales orientated marketing scheme and had little to do
with product orientation. When the company developed "skin–lightening creams in Asia and long–lasting citrus fragrances in Mediterranean
countries," it exemplified a customer orientation, tailoring its products to meet specific consumer tastes (Daniels, Radebaugh, & Sullivan, 2011, p.
622). In China, the company changed its distribution channels from direct selling to making "products available in virtually every corner of the
country" as part of a strategic marketing orientation ... Show more content on Helpwriting.net ...
622). The company must also examine if women are accessible at home to meet with salespeople. Additionally, the rising middle class sector in
developing countries could help broaden Avon's client base (Daniels et al., 2011).
Global Recession A country's "economic environment shapes its foreign" investment appeal (Daniels et al., 2011, p. 173). For instance, a global
recession could affect the "ability of Avon's broad–based geographic portfolio to withstand a downturn in a particular region" ("Avon," 2008, para. 9).
This is because customers view many of Avon products as nonessential luxuries and will not purchase such items during financial hardships. As a result,
worldwide profit decreases, which could halt international growth and impede new product development. In situations like these, the firm must
reevaluate cost structures and make significant changes to its organizational and competitive strategies in order to maintain gross profit margins
(Daniels et al., 2011).
Competitive Advantages A corporation's "competitive strategy influences how and where it can best operate" (Daniels et al., 2011, p. 28). Not only is
Avon one of the most powerful and recognizable brands in the world, it also has attractive earnings opportunities forsales representatives and leading
technological innovations ("Why," 2011). The new "Hello Tomorrow" ad campaign has a new brand
–marketing concept and uses celebrities to attract
consumers. Avon has been very successful

Advantages And Disadvantages Of Multichannel Banking
The consumers of a bank utilizing its digital channels would like to access its services whenever they want, from any location. They could complete a
transaction using a mobile/tablet. Omni banking provides opportunities to connect with customers, deliver personalized products/services. Banks
leveraging the potential of omnichannel banking clinch and maintain long term business relationship with its digital consumers, thereby enhancing
their profitability.
Omnichannel vs. Multichannel Banking
The multichannel banking customers connect with the bank through various channels – branch, mobile, online, call centre, ATM. However, the
consumers don't get the same service quality across all channels. Banks recommend their customers to use the channel that is the most cost effective. In
most banks, the banking channel processes function in a silo. As a result, consumers are provided unwanted products or inefficient service via multiple
channels. For e.g., a loan is provided via online/mobile and banking channels even if the consumer is not interested in the loan. ... Show more content
on Helpwriting.net ...
A top notch multichannel environment has resulted in a consistent experience across channels, but the functional/technical structure of distinct
channels is not seamless.
In omnichannel banking, customers have a consistent experience across channels. The customer is efficiently transitioned from one channel to another
expeditiously. Omnichannel banking enables the customer to choose the channel of preference for banking transactions. Various channels have the
same database. Again, the bank's channels have a steady notion of transit data to track the customers' context, transaction and outcomes covering
business processes.
The value of omnibanking is as

Service Request Sr-Kf-013 Paper
Kudler Fine Foods Frequent Shopper Program
Kudler Fine Foods is a local and upscale specialty food store with a total of four stores in La Jolla, Del Mar, and Encinitas California with their main
base store in San Diego, California. Each store maintains and sells high quality bakery, pastries, fresh produce, meat, seafood, specialty condiments,
packaged foods, cheeses, and dairy products.
Kathy Kudler owner and founder of Kudler Fine Foods is looking to expand her company and market her products to new prospective clients, along
with improving her services to her current clientele. Since the opening day of Kudler Fine Foods in June 1998 the business has become sustainable and
profitable.
Ten years later Kathy wants to implement a ... Show more content on Helpwriting.net ...
Legally Kudler needs to stay within the boundaries set up for E–commerce. The rules for online business and e–mail advertisement are very
far–reaching some of which include an opt–out link that allows any consumer to stop receiving e–mail advertisements. This must be easily viewable
and verifiable to the recipient for online spam advertisement. Electronic contracts are legal and binding along with electronic signatures, these forms of
agreements must have legal disclaimers visible for the customer to read.
These are just a few of many other legal ramifications that Kudler would need to investigate and consider before moving forward. Ethical
considerations are also vital to both the customers and Kudler Fine Foods when implementing the shoppers program. Any customers who register with
Kudler's shoppers program understand that all personal information given to Kudler will not be given or sold to another company without the express
approval of the customer. Kudler has to take into consideration that registration online has to be implemented with the highest security software on the
market. Protection of sensitive data is vital to the success of any online purchases or programs. Pornographic material and anything refereeing to
pornography is prohibited by law. Breaches of contractual agreements are also considered unethical. Therefore, Kudler must have strict policy and

Crm Concepts & Approach
CRM – Concepts & Functional Aspects
Lecture 4 – 6 (14th November 2009) IIFT MBA(IB) 2007 – 10, Trimester – VIII
Re–cap of the last class
Agenda
Introduction Stakeholder Expectation Overview of CRM Group Exercise #1 Detail Discussion on each functionalities Group Exercise #2 Case Studies
Exam Preparation Conclusion of the course
18–Nov–2009 3
Definition of CRM
There are many perspectives and definitions of CRM. At its most simple, CRM could be thought of at three levels:
CRM is about the implementation of a specific technology solution project CRM is the implementation of an integrated series of customer–oriented
technology solutions CRM is a holistic strategic approach to managing customer relationships in order to create ... Show more content on
Helpwriting.net ...
ntity & calculates the expected profit 6 6
Financial Planner Strategic Planner
1 1
Sets sales targets & conducts performance reviews 2 2
Sales Manager
Performs market analysis & defines strategies
5 5

Supply Chain Planner
Plans & monitors transactions with the partner 4 4
Channel Manager
3 3
Sales Representative
Ensures the availability of capacity & establishes a logistical quantity
18–Nov–2009
Delivers market–driven sales plan by Accounts, Territories & Opportunities
17
Activity Management
Inititiates marketing campaign for new product
Campaign Manager Customer
Customer calls to request product demonstation
2 2
1 1
9 9
Creates follow–up activity Writes visit report
Checks calendar and creates Activity "Customer Demo"
3 3

8 8
Creates task list, gathers information and prepares visit
4 4
7 7
18–Nov–2009
Visits the Customer
18
6 6
Creates a quotation
5 5
Contract Management
Sales representative wins opportunity Customer negotiates terms & conditions for buying product Sales representative creates contract with favorable
conditions
1 1
2 2 3 3
8 8

Customer agrees to continue buying product
Customer accepts 4 4 contract Sales manager releases contract
5 5 7 7
Near contract completion date, sales representative contacts customer to

Sales Cycle : Handling Resistance
Sales Cycle –– Handling Resistance
Sales are the ultimate driver for every successful business, which makes it such an important job. Since sales is so important for business the job is
filled with pressure, uncertainty and a negative perception. These difficulties can be overcome through learning the sales process and practice. The sales
cycle is an eight step process beginning with prospecting, pre–call planning, approach, need identification, presenting solutions, handling resistance,
gaining commitment, and finally follow up. The hardest step in the sales process is handling resistance. Many sales representatives struggle with this
step because the sales rep handles resistance personally, they don't know the answers, and it is an ... Show more content on Helpwriting.net ...
Since handling resistance is just another step on the sales process, why is it so feared? There are three main reasons why salespeople often hate
handling resistance. First, salespeople take resistance personally and do not understand the difference between personal and business relationships.
Second, salespeople don't have the answers and confidence to answer the questions. Finally, sales representatives cannot predict all the questions or
resistance.
Salespeople need to be able to able to distinguish and accept the difference in resistance in business and resistance in personal relationships. Personal
relationships should not matter when making strategic business decisions. The seller and buyer should receive the same value during an exchange. If
this is not achieved, one party will feel frustration. This will not create a good relationship between the companies. The two parties should be trying to
create a mutually beneficial, long lasting relationship. Resistance in business should never affect a personal relationship because both parties are trying
to do what is best for their business. Problems occur when buyers and sellers cannot differentiate between business and personal resistance. When
people give more importance in personal relationships than in business, it hampers their ability to find new possibilities. This limits innovative work
and can be an obstacle in business (Hossain).
Handling resistance is tough for

HMV Case Study Essay
HMV Case Study
INTRODUCTION
This case study is based on HMV which is one of the largest retailers of music, DVD, videos and games world wide with a large number of stores in
major cities in the world.
This investigation covers the different aspects and activities involved in the running of the business this includes the main departments and their various
activities and their functions. It also contains an in–depth explanation of HMVs customer service and how the activities are carried out in this
department its functions, and how it relates to the other departments.
This investigation is one of the many stores in the U.K it is located in Woolwich and it is a medium sized store with about 30 to 35 employees. As a...
Primary data is information not already in published form which is obtained by the business some of these methods include questionnaires, interviews,
shop floor tests etc
The second method is desk research: this method is used to collect secondary data this is data recorded for a specific purpose such as government
purposes, trade figure publications and academic research this research does not have to be done in the field .
The marketing and sales department is responsible for many aspects of the business they have to carry out market research to find out:
В· What goods and services the customers want
В· What the customers think of the goods and products
В· Expected trends in market and in demand for a product

В· The strengths and weakness of their competing companies
Promotion:
Promotion is important to the business because it informs the customers about the product and persuading them to buy their products.
There are three main

Essay on Bolster Electronics: Dealing with Dealer Demands
To: CEO
From: Mr Rob Jackson, General Sales Manager
Date: 28 May, 2011
Subject: Response to Vickers Industrial Supplies request for distributorship
With reference to the Vickers Industrial Supplies request for a distributorship and associated pricing discount, I have prepared a decision report to assist
you in taking a decision. The report contains the analysis of the situation, the options available, my recommendation and an action plan. The
recommendation has been arrived at by evaluating the options based on criteria which are aligned with the company's objectives.
Please find attached the report.
Enclosure: Report
EXECUTIVE SUMMARY
Vickers Industrial Supplies has requested for a distributorship and a pricing discount as it ... Show more content on Helpwriting.net ...
This has resulted in northern Alberta being Bolster's highest market share region. It is also a very unique dealer of Bolster as it directly obtains the
supply from the company. It has a highly trained sales team which Bolster helped them develop. It is maintaining a stock of inventory comparable to
distributor's operations and has a sales force to sell to local dealers as well as end–users. All this has resulted in exceptional customer service and
excellent customer relationship, which are the crucial determinants of sales in harsh environment electronic surveillance market.
The market in the oil sands area of Fort McMurray is developing fast and it is imperative for Bolster to have an increasing presence there, to tap the
market potential. Vickers has a sales experience of 20 years in the Northern Alberta region which is essential for increasing Bolster's market share in
this region. Bolster's national distributors Albright Industries (Albright) and National Electronic (National) are unlikely to expand in this region in the
near future because the former has no presence in western Canada whereas the latter has not shown any keen interest despite repeated requests. The
warehouse of National is located in southern Alberta which makes it further difficult to source their products in northern part of the province. As

Sales Proposal Generation & Management For The Salesforce...
Yolanda R. Beasley
Argosy University
Training Proposal
Sales proposal generation & management for the salesforce at More Sales Supermarket company.
Problem: salespeople's technology distraction from the core pitch
#1 the sales designer syndrome too much time designing sales presentations!
Too little time to efficiently articulate the pitch
#2. Mobility done wrong unable to answer effectively a buyer's question.
Assets are not organized, out of date or not available #3 too many apps to manipulate for showcasing different asset formats. The buyer is disconnected
from the core pitch and loses interest the business app bazar the perfect blueprint for a successful sales proposal mission statement to help the mobile
salespeople better prepare, manage and deliver their pitch by allowing them to present the right asset at the right time, whatever the device.
4 Key Benefits to the Sales Departments
1 All–inclusive Presentations Sharp Rhetoric's: It's all about the pitch structure and organizing the assets accordingly. 100% Pro: Efficient answers with
the right document at the right time; Attention span and interest maximized. Eye Candy: Corporate template keeps your meeting in one unique
branded environment: yours. No more distraction.
2. All–in–one Tool for Salespeople Productivity: one place to rule them all. Integrates with enterprise cloud.
Economic: cost–effective investment for salespeople. Always Up to date: the latest versions of your company's

Case Study : The Owner / Managers
The lack of consistent sales (some quarters having no sale at all) will ultimately put the future health of the company in jeopardy. The owners, who are
also the managers are aware of the sales teams activates and the financial requirements needed to operate the company. The owner/managers have not
taken any action to address the lack of sales and have not proposed any remedy to change the current status quo.
Analysis of the Situation:
Numetric sells their product to two different market segments. Government and private. Numetric was involved in a multimillion dollars
Governmental Request for Proposal (RFP) that took six months of full time production and many, many meetings with Numetric owner/managers.
RFP are never a guaranteed contract for business and the owners were extremely confident that they were going to be awarded the contract with the
Utah Department of Transportation. There was only one other company left in the RPF process. The bid was for $1,500,000.00 for the first year,
and an additional $900,000.00 for four more years. A five year bid worth a grand total of $5,100,000.00. The winning bidder would be notified before
the end of February 2016 if they would be awarded the contract.
Numetric had already established a very successful two year working relationship with the Utah Department of Transportation and were in very close
association with a couple of the members on the committee that were going to deciding who would be award the RFP. It would be

Cisco Case Study and Worksheet Essay
Wayne Huizenga Graduate School
Of Business & Entrepreneurship
Assignment for Course: ISM 5150 – IS Strategy and Data Management.
Submitted to:Dr. Carlton Cunningham
Submitted by:Ambar De Los Santos Corporan Jason Lukis Jireh Labarca Rahila Dholakia
Date of Submission:January 13, 2016
Title of Assignment: CISCO Preliminary Case Analysis.
CERTIFICATION OF AUTHORSHIP: I certify that I am the author of this paper and that any assistance I received in its preparation is fully
acknowledged and disclosed in the paper. I have also cited any sources from which I used data, ideas of words, whether quoted directly or paraphrased.
I also certify that this paper was prepared by ... Show more content on Helpwriting.net ...
* Product Service and Customer satisfaction – Service. Cisco was supposed to comply with contractual commitments for parts availability and repair
times, while dispatching thousands of spare parts and technician visits daily. While the volume of service activities were increasing, Cisco couldn't
maintain high levels of customer satisfaction and operational efficiency. Customers were not receiving what they needed at the moment. Offering this
service out of time was affecting the quality and speed of the product service process.
* B2B Integration – Operations and Technology. In the late 1990s, Cisco began to create automated data links and processes between Cisco enterprise
resource planning and Cisco channel partners. The initial idea was a sales portal on the Cisco.com Website, but this website was only serving 50% of
Cisco channel partners. The portal was affecting the speed and quality of the process and was not adequate to meet the needs of the largest partners,
who had to spend two to three hours of data entry to place large orders.
2. For each specific problem, Identify the solutions developed or proposed in the case, to address the specific problem, business activity/process, and

functional area
* High volume of information – Inbound Logistics. The Cisco B2B Operations group took the initiative to shift from manual

Human Resource Management
Application Case–1 Finding People Who Are Passionate About What They Do
Executive Summary:
Trilogy Enterprises inc. is a fast growing software company with a unique and highly unorthodox culture. It provides solutions for automotive and
telecommunications companies to gather and analyze consumer data, and acquire customers in the United States and internationally. The company's
solutions include Smart Leads; an Internet based scoring and segmentation service to predict consumers' likelihood to buy and to enhance the sales
process with consumer data; and CarBuy.com, an automotive portal, which helps car manufacturers to enhance sales by determining the purchase
propensity of customers. It also offers yourbillbuddy.com that include... Show more content on Helpwriting.net ...
1.What should this position's job description look like?
Answer: Creating more manufacturing jobs in US by developing the strategies to promote manufacturing business and enhance their capacity. In short
this job refers to a think tank sort of job, to achieve certain goals.
2.What are the ideal job specifications for the person in this position?
Answer: Some ideal job specification for the person in this position are given below– a. Market experienced for more than 10 years in manufacturing
sector. b. Should be Masters in HR or social science or economics. c. Intellectual. d. Business executive to under economic cycle and with an influential
status.
3.How should we have gone about recruiting and screening for this position? What selection tools, specifically, would you use?
Answer: For this position we must have gone in a proper way according to the HRM, we should have recruited the person by taking the right decision
for the right person for this position. Therefore for this we must run the recruiting process, which includes– g. Attracting. h. Screening. i. Selecting
qualified people and it must be done purely.
The

Electronic Store Information System in the Example of...
SECTION 1: ANALYSIS
1. INTRODUCTION:
JIM's Electronic store is a small privately–run business owned by Mr Jimm Yahya. They specialise in sales of electronic like microwave, television,
washing machine, laptop, play stations, refrigerators etc. The business is a subsidiary for only one product supplier Philips. They have managed to
build a good customer base in Girne.
Profits are made by the means of sales of goods through local advertising and promotions. In spite of the customer based engaged by Jimm sales are
still recorded manually and it is difficult to calculate business profit, stock re–ordering and customer documentation due to the limitation of paper
/manual filling system. Due to the on–going ... Show more content on Helpwriting.net ...
1.5 OBJECTIVES
The electronic store system will be able to perform the following: To create the reports that will help manager take effective decisions like вћў How
many products are sold daily, monthly and annually? вћў Which product is most preferred buy customer вћў Most customer by location To support the
re–ordering process of the Electronic Store in order to prevent delay Data entry should be fast and easy as possible. The new system is required to
provide the following information: o Daily sales o Daily New Customers o Daily Customers by brand o Monthly Sales o Monthly Sales by brand o
Monthly Average Income o Annual Sales o Annual sales By Product Brand o Annual Average Income o A list of total stock o Average Salary o A
Re–order list o A list of all the customers o A list of all products o A list of all customers interested in a particular brand o Best Employee o A list of
all customers whose total purchased products is in a certain range The main menu should be displayed automatically when the database is loaded and
the whole system should be

Some of the Issues Affecting the Current Marketing...
Marketing communication is mostly known as " the process by which the marketer develops and presents an appropriate set of communication stimulus
to a defined target audience with the intention of eliciting a decisive set of responses"( Yeshin, 1999). Therefore, it is the process whereby thoughts are
shared and meanings conveyed in a convincing manner by an organization to its target audience for the patronage of their product and services over
their competitors with the use of the promotional mix.
In other for an organizations product and services to sell, the organization needs to develop an effective marketing communication strategy.
Marketing communication strategy defines the business plan for product information dissemination ... Show more content on Helpwriting.net ...
пѓ Publicity, which is projecting or enhancing useful information of an organization to the stakeholders or public/customers.
пѓ Point of purchase communication; it encompasses displays, posters, signs and variety of other materials that are designed to influence buying
decisions.
The use of each Marketing communication tools shown above has its own unique role to play. Since marketing communication managers have a
variety of communication tools at their disposal, the how and when to use the best combination of these tools becomes an issue.
Media Fragmentation
The integrated marketing communication media are fragmented, making it more difficult to communicate a message clearly. This is because,
consumers are bombarded by thousands of pieces of information each and everyday, not having a consistent message makes communicating with the
consumers even more difficult.
Cables, satellite and digital television provide media buyers with an increasing and complex range of opportunities and the internet which is part of the
new media presents challenges for all communications as customer looks for new ways to gather information and make purchase.
Measuring response
A marketer in defining outcomes, associated matrix as well as definitions for each matrix is a critical issue particularly with marketing budget
experiencing higher scrutiny. Agencies who have grown in the creation of expensive campaigns, which have been difficult to evaluate the success of,

Internal Selling: вЂњPutting Theory Into PracticeвЂќ
Mental Model:
As mentioned by John Bradley Jackson, "internal selling can be the hardest sale". A salesperson might feel that convincing the customers and winning
the deal is the end to it, but that is not true. Convincing the people within the organization and specially the higher management is a tougher job to do.
There is resistance and inflexibility to change. The internal sales cycle is almost similar to the process of selling to the end customers. A salesperson has
to understand the process, his role in it and then communicate everything to everyone (From John Bradley Jackson). After studying the course "Internal
Selling", I have understood the importance of selling within the organization. Like a ray of white light consists of ... Show more content on
Helpwriting.net ...
The objective of the salesperson is to secure full listing of the Snap–Shut product line before the key summer picnic season. It is known that the future
relationship with Australian Home is dependent on successfully getting this deal.
Problem: Consumers cannot find the lids of their containers and the Easy–Find technology of Super–Ware solves this problem. But there are some
issues. Super–Ware does not accept returns of products and there is no guarantee that the products will sell as it is a new innovative range of
cookware. The shipping policy of Super–Ware is FOB (freight on board) to the retailer. This means Super–Ware's responsibility ends once the products
are on board and the retailer has to bear the responsibility from then onwards. To add to these, Australian Home wants the products to be delivered in
boxes of 20 instead of the Super–Ware convention of 10. They also want the boxes to have red transparent lids and not blue. Moreover, they demand
to sell below the MSRP (manufacturer's suggested retail price) by at least 2 cents for each if the items. They do not want the FOB policy for shipping
and want the products to be delivered directly to their Melbourne depot.
Implication: Over 70% of consumers are routinely unable to find the lid that matches their containers and another 52% loose the lid completely. The
Snap–Shut products solve two problems, leakage and easy organization. They have

Operation Management
How might IKEA's operations design is different from that of most conventional furniture retail operations? Discuss the operations design while
analyzing the positive contributions towards customer satisfaction and company's growth. Being one of the famous brands for furniture, IKEA has its
own operations design that had been proven successful based on the growth of the company throughout the years of business. IKEA's vision is clear
which is 'to create a better everyday life for the many people' and aims to offer well–designed and functional furniture at a very low price that as many
people as possible will be able to afford them. Unlike other convention furniture retail, IKEA stores are located at the most strategic location in... Show
more content on Helpwriting.net ...
Therefore IKEA operation design is relatively different from other conventional furniture retail store in term of the design of its store, buying process,
products, services and facilities provide. IKEA's cost leadership strategy has set the company apart from other conventional furniture retail stores
making it one of the world largest furniture manufacturers. Critically analyze the possible key problems in running an operation like IKEA. IKEA's
operation design may also face possible key problems although the current operation design seems to work well for the company. One of the key
problems in running an operation like IKEA will be the nature of the operation design that based on self–service concept. The problem arises when
customers describes the store layout resembles a "rat maze" (Zed,2012). It would be troublesome for some customers to follow the instructions on
signboards, brochures and catalogues. Moreover customers may feel frustrated and disappointed when they when the shopping experience is not up to
their expectation and worst when customers were unable to assemble the furniture at home. Secondly IKEA's 'cost conscious' concept offering furniture
at a price lower than expected may create faults thought by customers that the quality of furniture offered by IKEA may be inferior compared to other
higher priced furniture offered by other furniture

3m Executive Summary
Strengths в– Over 50,000 patents extended over 13 technology platforms ranging from abrasives to polymers в– Global company – companies in over
60 countries and 139 plants worldwide в– Strong recognition for standard innovations with practical applications в– Operational efficiencies – cost of
sales declining and margin % increasing over the years в– IBD's new strategy was to transform from margin expansion to top line growth в–
Corporate brand strength and technology behind its products with exclusive supplier status, product driven organization with strong R&D direction,
and geographic specialization в– Through lean programs IBD is in progress to shorten the time to go to market в– IBD is acquiring product
specialization in tapes... Show more content on Helpwriting.net ...
There are two types of end user applications IBD has in place; production plants and servicing facilities. IBD is a product driven organization with
strong R&D and holds over 50,000 patents internationally. Their tapes and adhesives have 50%– 60% distribution revenue and abrasives have an
astonishing 40% – 50%. They were known for regular innovations with practical applications. OEM and MRO are major customer segments for IBD.
OEM's market is maturing and is creating IBD's growth to be slow. They demand what IBD can support; high–valued items and brand quality since it
is a part of the finished product. On the other hand, MRO segment is fragmented with little brand loyalty; hence IBD has not concentrated in this
market. The MRO market was

Examples Of Lead Progression Programs
Lead Progression Programs: The Powerful Payoff
Leave No Money on the Table
In the ongoing pursuit of new qualified leads and sales–ready prospects, marketing and sales teams often push other considerations aside. As a result,
many companies' pipelines are already full of leads that warrant attention but that do not get it. Instead, we focus on only the lowest–hanging fruit.
This tendency to go for the fast score persists even though businesses know very well that most leads take time to pay off. So exactly why are so many
attention–worthy leads not getting any love?
Often, leads are missing a key characteristic that would usually spur us into action. Maybe their buying intent is ranked low, or maybe their purchase
time frame is too far ... Show more content on Helpwriting.net ...
Zero represents the top, where sales accepts a marketing–generated lead. Five represents the bottom of the funnel, or close of that lead. SiriusDecisions
also identifies three "acceleration zones" within the funnel, where lead progression can have its greatest impact. They are:
Rapid Entry Acceleration (stages 0 to 1):
Creation of high–propensity leads that get to Stage One status more quickly.
Intra–Pipeline Acceleration (stages 1 through 4):
Programs and enablement developed to move stalled deals between the pipeline's early and middle stages.
Last–Mile Acceleration (stages 4 and 5):
Programs and enablement developed to push late stage deals across the finish line.
The market research firm Aberdeen Group offers another take on acceleration: The PACE model. This refers to Pressures, Actions, Capabilities, and
Enablers and is used to segment companies into three distinct performance classes based on infrastructures that deliver quantifiable superiority, or
demonstrate its absence. The ability to accelerate leads, and the importance placed on it, is embedded in the PACE equation.
Maximizing the return on your lead–generation investment, therefore, requires accelerating the progression of the qualified customers already in your
pipeline in order to convert them.
HubSpot, an inbound marketing software platform, focuses on the buyer's journey, which is the process by which a customer decides what they are
going to buy, from the customer's

Wesco
1. What is your action plan? Do you recommend that WESCO be proactive in Managing its NA program or would you prefer that WESCO adopt a
passive approach? Action Plan: WESCO should definitely adopt a proactive approach in managing its NA program. A proactive approach in
managing the NA program would definitely fulfill the company's visions of becoming a $ 3 billion company with an average EBIT of over 5% by
the year 2000 (from its 1996 figures of $ 2.2 billion company with an EBIT of around 3%.) Though the current position was not conducive to
continue the program further, because the company was already at a loss of complete 2% in their revenue as compared in the previous year, still
looking towards a long term prospective this... Show more content on Helpwriting.net ...
пѓ As in the case of WESCO's success story with an industrial customer in the paper segment, WESCO conducted a complete energy audit and
recommended more energy efficient systems for all their plants. They also reduced inventory and implemented EDI procurement. пѓ Customer's
sometimes even wanted a complete solution and wanted WESCO to handle their new projects in designing specifications and installation of new
systems. пѓ Value is also added in NA projects in terms of managing customers inventory saving customers time and therefore cost. This also helps the
customer to reduce their procurement cost and gives the customer the opportunity to standardize procurement. Thus summarizing, WESCO adds value
to its customers in terms of: Transaction cost reductions, Energy savings, Inventory reductions. This ultimately led to cost savings to the customer. 3.
Why do you think the NA program is delivering on its promises? WESCO's NA program had been established under the premise that large contracts
could mean significant savings for both customers and WESCO. In exchange for giving their EES business to WESCO, NA Customers received
competitive, year long, national pricing regardless of volume. Once a client enters into an agreement with Wesco for its NA program there might be
good chances the customer might give its EES business also to the company. This

Essay about Snapple Case Study
Snapple Case Study
Despite the fact that many small startup premium fruit drink companies stayed small or even disappeared during the period from 1972 to 1993,
Snapple was able to flourish. A large part of Snapple avoiding the fate of these other companies can be attributed to how successful it was in utilizing
the four Ps of marketing, especially product and promotion.
Of the four Ps, the marketing mix typically starts with the product, which is one area where Snapple separated itself from competitors. The product not
only entails the physical unit but also, among other factors, its package, warranty, after–sale service, brand name, company image, and value. Snapple
prides itself on being 100% natural. Although the original ... Show more content on Helpwriting.net ...
Snapple also sponsored the radio programs of two highly outspoken men, Howard Stern and Rush Limbaugh, who promoted Snapple's various products
on–air.
Finally, price is what a buyer must give up in order to obtain a product. It is often the most flexible of the four Ps. Although not explicitly stated in the
case study, I know from further research that Snapple isn't significantly cheaper or more expensive than substitute products. The average sixteen–ounce
bottle of Snapple is $1.50, which is comparable to what one would pay for an Arizona iced tea or a bottle of Coca–Cola. A significant advantage was
not gained in this area.
In order for Mike Weinstein to regain the level of success that Snapple once enjoyed, he needs to make a serious effort to return Snapple to its roots.
First and foremost he needs to reestablish the public relations and advertising strategies the company once used. Weinstein should reach out to Howard
Stern, Rush Limbaugh, and Wendy Kaufman to again promote Snapple's products. He needs to communicate to them how instrumental they would be
in returning Snapple to its former status among fruit drink companies. If he can't get these individuals "on board," then Weinstein needs to find suitable
replacements that have similar personalities to the aforementioned spokespersons. In addition, because today's society is so reliant on technology, he
should advertise Snapple products through various social media.
Secondly,

Marketing Mid-Term

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