3M Executive Summary

3m Executive Summary
Strengths ■ Over 50,000 patents extended over 13 technology platforms ranging from abrasives to
polymers ■ Global company – companies in over 60 countries and 139 plants worldwide ■ Strong
recognition for standard innovations with practical applications ■ Operational efficiencies – cost of
sales declining and margin % increasing over the years ■ IBD's new strategy was to transform from
margin expansion to top line growth ■ Corporate brand strength and technology behind its products
with exclusive supplier status, product driven organization with strong R&D direction, and
geographic specialization ■ Through lean programs IBD is in progress to shorten the time to go to
market ■ 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
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Internal Selling: “Putting Theory Into Practice”
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

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 ...
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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

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
page 2

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,

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

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

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 ... Show more content on Helpwriting.net ...
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:
· What goods and services the customers want
· What the customers think of the goods and products
· Expected trends in market and in demand for a product
· 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

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

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

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
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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

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

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
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

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

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 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

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 Document 6
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 Elements 12 Data Dictionary: Data Flows 15 Data
Dictionary: Process Descriptions: 18 Data Dictionary: External Entities 21 Data Dictionary: Data
Store 24 List of Constraints: 25 Forms and Reports: 26 Alternative Solutions: 29 ... Show more
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

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
 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.  Customer's
sometimes even wanted a complete solution and wanted WESCO to handle their new projects in
designing specifications and installation of new systems.  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

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

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 this Sales 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 more content on Helpwriting.net ...
U.C.C. – ARTICLE 2 – SALES (2002) › PART 3. GENERAL OBLIGATION AND
CONSTRUCTION OF CONTRACT › § 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

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. ... Show more content on Helpwriting.net ...
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

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 content on Helpwriting.net ...
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

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 for sales 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

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

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,

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

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 Genomics™ 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

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 ... Show more content on Helpwriting.net
...
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

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

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
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

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 content on Helpwriting.net ...
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

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

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 ...
 Publicity, which is projecting or enhancing useful information of an organization to the
stakeholders or public/customers.
 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,

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 content on Helpwriting.net ...
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

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

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

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 × 2.5 lines | 775,000 | $ 0.98 | "Pick–pack" activity | $ 734 | (Number of
Requisition × 2.5) 90% | 697,500 | $ 1.05 | Data Entry | $ 612 | Number of Requisition × 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

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 ➢ How many products are sold daily, monthly and annually?
➢ Which product is most preferred buy customer ➢ 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

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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