Product Line B2B Services
B2B Sales
Comparison of B2B and B2C
B2B Sale Funnel
Pre Sales Process
Designing of SalesForce
Managing of SalesForce
Marketing Strategy
The document provides an overview of marketing concepts and processes. It discusses the key business functions including production, finance, HR, and marketing. Marketing aims to understand customer preferences to design products, attract customers, induce purchases, retain customers, build brands, and obtain feedback. The marketing environment includes macro factors like demographics, politics, economy, society, technology, and nature, as well as micro factors within the company. The marketing process involves understanding customer needs, analyzing the market and competition, developing products, determining pricing and promotion strategies, and distributing and selling products to customers.
Ch (5)-Profiling and Recruiting Salespeople -(theo & practical )Omar Kotta
For all FCES-IANS students management of a sales force course .
you will find a simply notes with Arab Franco , to help you to understand the chapter easily
Ssm lecture-10 & 11 (training & development of the sales force)Revisiting Strategy
The document discusses the importance of sales training and outlines the typical process for developing a sales training program. It notes that sales training is a major investment for many companies, with over 35% of firms providing over 6 days of training annually. The sales training cycle generally involves four stages - identifying training needs, designing the program, delivering the training, and assessing the results. It provides details on analyzing needs at the organizational, task, and individual levels and determining who requires training. The document also discusses developing training content and selecting delivery methods.
This document discusses the four main functions of business: production, marketing, management, and finance. It explains that each function is dependent on the others for a business to be effective. Production involves creating products or services for sale. Marketing involves activities to make products available to consumers using the marketing mix of product, price, place, and promotion. Management involves planning, implementing, and evaluating plans and activities as well as overseeing employees. Finance involves determining capital needs, obtaining capital, and managing financial records. The functions must all work together for a business to be successful.
This training proposal outlines a two-week training program for a newly hired wholesale account manager at an adult novelty company. The training will include shadowing junior and senior account managers, learning about the company structure and products from marketing, and training on sales skills. Various methods like role playing and feedback sessions will be used. The goal is to prepare the trainee to independently manage accounts and make sales calls by the end of the training.
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
0601045 study of stores management & analysis of customer feedbackSupa Buoy
Hi Friends
This is supa bouy
I am a mentor, Friend for all Management Aspirants, Any query related to anything in Management, Do write me @ supabuoy@gmail.com.
I will try to assist the best way I can.
Cheers to lyf…!!!
Supa Bouy
Product Line B2B Services
B2B Sales
Comparison of B2B and B2C
B2B Sale Funnel
Pre Sales Process
Designing of SalesForce
Managing of SalesForce
Marketing Strategy
The document provides an overview of marketing concepts and processes. It discusses the key business functions including production, finance, HR, and marketing. Marketing aims to understand customer preferences to design products, attract customers, induce purchases, retain customers, build brands, and obtain feedback. The marketing environment includes macro factors like demographics, politics, economy, society, technology, and nature, as well as micro factors within the company. The marketing process involves understanding customer needs, analyzing the market and competition, developing products, determining pricing and promotion strategies, and distributing and selling products to customers.
Ch (5)-Profiling and Recruiting Salespeople -(theo & practical )Omar Kotta
For all FCES-IANS students management of a sales force course .
you will find a simply notes with Arab Franco , to help you to understand the chapter easily
Ssm lecture-10 & 11 (training & development of the sales force)Revisiting Strategy
The document discusses the importance of sales training and outlines the typical process for developing a sales training program. It notes that sales training is a major investment for many companies, with over 35% of firms providing over 6 days of training annually. The sales training cycle generally involves four stages - identifying training needs, designing the program, delivering the training, and assessing the results. It provides details on analyzing needs at the organizational, task, and individual levels and determining who requires training. The document also discusses developing training content and selecting delivery methods.
This document discusses the four main functions of business: production, marketing, management, and finance. It explains that each function is dependent on the others for a business to be effective. Production involves creating products or services for sale. Marketing involves activities to make products available to consumers using the marketing mix of product, price, place, and promotion. Management involves planning, implementing, and evaluating plans and activities as well as overseeing employees. Finance involves determining capital needs, obtaining capital, and managing financial records. The functions must all work together for a business to be successful.
This training proposal outlines a two-week training program for a newly hired wholesale account manager at an adult novelty company. The training will include shadowing junior and senior account managers, learning about the company structure and products from marketing, and training on sales skills. Various methods like role playing and feedback sessions will be used. The goal is to prepare the trainee to independently manage accounts and make sales calls by the end of the training.
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
0601045 study of stores management & analysis of customer feedbackSupa Buoy
Hi Friends
This is supa bouy
I am a mentor, Friend for all Management Aspirants, Any query related to anything in Management, Do write me @ supabuoy@gmail.com.
I will try to assist the best way I can.
Cheers to lyf…!!!
Supa Bouy
This document summarizes key aspects of compensation plans for sales forces. It discusses the purposes of compensation, different types of plans including straight salary, straight commission, and combination plans. Factors to consider in designing compensation programs are outlined, such as determining major compensation factors, implementing long and short-term programs, relating rewards to performance, and pretesting plans. Sales force expenses and benefits are also covered. The overall aim is to motivate salesperson behavior and direct their efforts towards company objectives through the appropriate compensation system.
This document discusses key concepts in marketing management, including the marketing concept and various orientations to the marketplace. It explains the four Ps of marketing - product, place, price, and promotion. It also covers the product life cycle and its four stages: introduction, growth, maturity, and decline. Finally, it discusses market segmentation, the need for segmentation, and requirements for effective market segments such as being identifiable and accessible.
Business Solutions Limited provides various business services and products including training programs, marketing strategies, and resume services. They offer national and international training programs conducted by professional trainers on various topics. They also assist with recruiting by providing selected resumes of qualified candidates matching client job descriptions to help companies find the right employees more efficiently. The report discusses and analyzes the sales and marketing strategies of Business Solutions Limited, including an overview of the company, its services, and a focus on their new D-card service product.
This article discusses the changing environment for business schools in India and the need for them to become more business-oriented. Traditionally, education was viewed as the government's responsibility but now the government's role has reduced. Business schools need to effectively manage their operations in the absence of government funds. They also need to attract talented students and staff. To succeed, business schools must understand marketing principles like innovation - having new ideas is not enough, they must be quickly implemented. Business schools also need to focus on areas beyond just teaching management concepts, like developing students' skills and creating/disseminating knowledge. There is a need to replace old staff with new ones who demonstrate managerial qualities like foresight, flexibility and innovativeness
This document discusses strategic planning and its importance for building long-term customer relationships. It explains that strategic planning involves setting long-term goals, while tactical planning focuses on specific goals and procedures. The marketing mix of product, price, place, and promotion is described, along with the role of personal selling in relationship marketing and implementing a company's strategic plan.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
The document discusses a study conducted on the effectiveness of training at Kemrock Industries and Exports Ltd. It includes an acknowledgement, preface, table of contents, and introduction describing the research conducted for a dissertation submitted to the Faculty of Commerce at The Maharaja Sayajirao University of Baroda to partially fulfill the requirements for a Bachelor's degree in Business Administration. The study was supervised by Smit Pandya and conducted by the student Kinjal Desai.
The document discusses various aspects of sales training, including:
1. Sales training is important to develop salespeople's skills and should include both formal classroom training as well as informal on-the-job coaching.
2. Training needs vary depending on a salesperson's experience, abilities, and career stage - from introductory training for new hires to refresher courses for more experienced staff.
3. Effective training methods include lectures, demonstrations, role playing, case studies, and on-the-job training, with the method chosen depending on the training topic.
The document discusses the five phases of an effective sales training program: 1) planning, which involves assessing training needs and setting objectives; 2) organizing the training methods and logistics; 3) staffing to determine who will conduct the training; 4) directing the training effort and cultivating a supportive culture; 5) evaluating the program through various methods to measure outcomes and improve future training. The goal is to establish an ongoing training program that improves salesforce performance through skills and knowledge development.
This document outlines a training module on providing a total customer experience (TCE) for Best Buy employees. It includes an introduction, needs analysis of opportunities to improve the customer experience both organizationally and personally for employees, and goals for designing the training module including learning objectives and content. The training is intended to benefit customers by providing a more complete shopping experience, employees by giving them tools to do their jobs better and potentially earn rewards, and shareholders through increased sales and profits. The module will help employees understand the financial and customer satisfaction impacts of not providing everything customers need in one visit and will provide examples of how to incorporate accessories and additional products and services into interactions with customers.
1. The document summarizes research on internal marketing, which focuses on motivating and committing employees through marketing approaches applied internally within organizations.
2. It reviews literature on internal marketing from various industries, finding the most research in healthcare (48%), services (21%), technology (8%), education (6%), and financial (4%).
3. Internal marketing aims to develop customer-consciousness among frontline employees to better serve external customers. The commitment and satisfaction of employees is important for internal marketing success and positive effects on customer service.
The document discusses planning, recruitment and hiring of salespeople. It emphasizes the importance of determining personnel needs through planning, analyzing sales jobs, and developing job descriptions and specifications to identify qualified candidates. The goal is to hire above-average performers through an effective recruitment strategy that considers legal obligations and sources to find both internal and external applicants.
This document provides information about getting fully solved assignments from an assignment help service. It lists an email address and phone number to contact for help with assignments in various MBA programs and subjects, including Buying and Merchandising. The document also includes sample answers to 6 questions related to concepts like merchandising, category management, the buying process, ethical issues in buying, vendor selection, and factors affecting market supply. Students are encouraged to contact the assignment help service by email or phone for assistance with their assignments.
The document provides an overview of sales management, including its nature, rewards, and responsibilities. It discusses the key functions of sales management, which include planning, staffing, training, leading, and controlling organizational resources to effectively achieve sales goals. It also examines the skills required of sales managers and the challenges faced by salespeople promoted to management roles.
The document discusses the key components of an effective sales training program, including developing sales knowledge, learning persuasive communication skills, mastering the selling process, and using technology to enhance customer service and sales productivity. It emphasizes that training salespeople on operational procedures and behavioral skills can make a significant difference in their success. The selling process is described as involving defined steps like prospecting, preapproaching clients, presenting, handling objections, and closing the sale.
This report evaluates the effectiveness of the WISE training program implemented at Golf Galaxy stores. Data was collected through employee interviews, surveys of employees and customers, and sales numbers. The results showed high satisfaction among employees and customers with the training program. Sales increased by 21.37% compared to the previous year and customer traffic rose by 10.73%. However, employees indicated they wanted more practice and feedback. Overall, the evaluation found the WISE training program achieved its goals of improving customer service and sales. Some modifications like additional role-playing were recommended to further enhance the training.
This report evaluates the effectiveness of the WISE training program implemented at Golf Galaxy stores. Data was collected through employee interviews, surveys of employees and customers, and sales numbers. The results show the training had a positive impact. Employees felt confident and satisfied with the training. Customers were also satisfied with service. Sales increased 21.37% from the previous year and customer traffic rose 10.73%. While overall positive, the evaluation recommends adding more role playing to reinforce skills learned. The total cost of evaluating the program was $1319.
The document discusses the market-driven sales organization, including the types of markets and sales jobs, factors influencing organizational design and structure, and various organizational structures like line, functional, geographic, customer, and team-based structures. It also covers coordination and technology's role in improving customer service and international coordination.
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call us at : 08263069601
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
“ help.mbaassignments@gmail.com ”
or
Call us at : 08263069601
This document summarizes key aspects of compensation plans for sales forces. It discusses the purposes of compensation, different types of plans including straight salary, straight commission, and combination plans. Factors to consider in designing compensation programs are outlined, such as determining major compensation factors, implementing long and short-term programs, relating rewards to performance, and pretesting plans. Sales force expenses and benefits are also covered. The overall aim is to motivate salesperson behavior and direct their efforts towards company objectives through the appropriate compensation system.
This document discusses key concepts in marketing management, including the marketing concept and various orientations to the marketplace. It explains the four Ps of marketing - product, place, price, and promotion. It also covers the product life cycle and its four stages: introduction, growth, maturity, and decline. Finally, it discusses market segmentation, the need for segmentation, and requirements for effective market segments such as being identifiable and accessible.
Business Solutions Limited provides various business services and products including training programs, marketing strategies, and resume services. They offer national and international training programs conducted by professional trainers on various topics. They also assist with recruiting by providing selected resumes of qualified candidates matching client job descriptions to help companies find the right employees more efficiently. The report discusses and analyzes the sales and marketing strategies of Business Solutions Limited, including an overview of the company, its services, and a focus on their new D-card service product.
This article discusses the changing environment for business schools in India and the need for them to become more business-oriented. Traditionally, education was viewed as the government's responsibility but now the government's role has reduced. Business schools need to effectively manage their operations in the absence of government funds. They also need to attract talented students and staff. To succeed, business schools must understand marketing principles like innovation - having new ideas is not enough, they must be quickly implemented. Business schools also need to focus on areas beyond just teaching management concepts, like developing students' skills and creating/disseminating knowledge. There is a need to replace old staff with new ones who demonstrate managerial qualities like foresight, flexibility and innovativeness
This document discusses strategic planning and its importance for building long-term customer relationships. It explains that strategic planning involves setting long-term goals, while tactical planning focuses on specific goals and procedures. The marketing mix of product, price, place, and promotion is described, along with the role of personal selling in relationship marketing and implementing a company's strategic plan.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
The document discusses a study conducted on the effectiveness of training at Kemrock Industries and Exports Ltd. It includes an acknowledgement, preface, table of contents, and introduction describing the research conducted for a dissertation submitted to the Faculty of Commerce at The Maharaja Sayajirao University of Baroda to partially fulfill the requirements for a Bachelor's degree in Business Administration. The study was supervised by Smit Pandya and conducted by the student Kinjal Desai.
The document discusses various aspects of sales training, including:
1. Sales training is important to develop salespeople's skills and should include both formal classroom training as well as informal on-the-job coaching.
2. Training needs vary depending on a salesperson's experience, abilities, and career stage - from introductory training for new hires to refresher courses for more experienced staff.
3. Effective training methods include lectures, demonstrations, role playing, case studies, and on-the-job training, with the method chosen depending on the training topic.
The document discusses the five phases of an effective sales training program: 1) planning, which involves assessing training needs and setting objectives; 2) organizing the training methods and logistics; 3) staffing to determine who will conduct the training; 4) directing the training effort and cultivating a supportive culture; 5) evaluating the program through various methods to measure outcomes and improve future training. The goal is to establish an ongoing training program that improves salesforce performance through skills and knowledge development.
This document outlines a training module on providing a total customer experience (TCE) for Best Buy employees. It includes an introduction, needs analysis of opportunities to improve the customer experience both organizationally and personally for employees, and goals for designing the training module including learning objectives and content. The training is intended to benefit customers by providing a more complete shopping experience, employees by giving them tools to do their jobs better and potentially earn rewards, and shareholders through increased sales and profits. The module will help employees understand the financial and customer satisfaction impacts of not providing everything customers need in one visit and will provide examples of how to incorporate accessories and additional products and services into interactions with customers.
1. The document summarizes research on internal marketing, which focuses on motivating and committing employees through marketing approaches applied internally within organizations.
2. It reviews literature on internal marketing from various industries, finding the most research in healthcare (48%), services (21%), technology (8%), education (6%), and financial (4%).
3. Internal marketing aims to develop customer-consciousness among frontline employees to better serve external customers. The commitment and satisfaction of employees is important for internal marketing success and positive effects on customer service.
The document discusses planning, recruitment and hiring of salespeople. It emphasizes the importance of determining personnel needs through planning, analyzing sales jobs, and developing job descriptions and specifications to identify qualified candidates. The goal is to hire above-average performers through an effective recruitment strategy that considers legal obligations and sources to find both internal and external applicants.
This document provides information about getting fully solved assignments from an assignment help service. It lists an email address and phone number to contact for help with assignments in various MBA programs and subjects, including Buying and Merchandising. The document also includes sample answers to 6 questions related to concepts like merchandising, category management, the buying process, ethical issues in buying, vendor selection, and factors affecting market supply. Students are encouraged to contact the assignment help service by email or phone for assistance with their assignments.
The document provides an overview of sales management, including its nature, rewards, and responsibilities. It discusses the key functions of sales management, which include planning, staffing, training, leading, and controlling organizational resources to effectively achieve sales goals. It also examines the skills required of sales managers and the challenges faced by salespeople promoted to management roles.
The document discusses the key components of an effective sales training program, including developing sales knowledge, learning persuasive communication skills, mastering the selling process, and using technology to enhance customer service and sales productivity. It emphasizes that training salespeople on operational procedures and behavioral skills can make a significant difference in their success. The selling process is described as involving defined steps like prospecting, preapproaching clients, presenting, handling objections, and closing the sale.
This report evaluates the effectiveness of the WISE training program implemented at Golf Galaxy stores. Data was collected through employee interviews, surveys of employees and customers, and sales numbers. The results showed high satisfaction among employees and customers with the training program. Sales increased by 21.37% compared to the previous year and customer traffic rose by 10.73%. However, employees indicated they wanted more practice and feedback. Overall, the evaluation found the WISE training program achieved its goals of improving customer service and sales. Some modifications like additional role-playing were recommended to further enhance the training.
This report evaluates the effectiveness of the WISE training program implemented at Golf Galaxy stores. Data was collected through employee interviews, surveys of employees and customers, and sales numbers. The results show the training had a positive impact. Employees felt confident and satisfied with the training. Customers were also satisfied with service. Sales increased 21.37% from the previous year and customer traffic rose 10.73%. While overall positive, the evaluation recommends adding more role playing to reinforce skills learned. The total cost of evaluating the program was $1319.
The document discusses the market-driven sales organization, including the types of markets and sales jobs, factors influencing organizational design and structure, and various organizational structures like line, functional, geographic, customer, and team-based structures. It also covers coordination and technology's role in improving customer service and international coordination.
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call us at : 08263069601
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
“ help.mbaassignments@gmail.com ”
or
Call us at : 08263069601
The document discusses the process of Danish staffing which consists of 5 major stages: 1) Planning recruitment and selection, 2) Recruiting applicants, 3) Selecting suitable applicants, 4) Hiring candidates, and 5) Socializing new recruits. It provides details on each stage such as determining the number and type of salespeople needed, outlining the job description, identifying recruitment sources, selecting applicants through a multi-step process, making job offers, and onboarding new employees. The objectives and key steps in designing an effective sales compensation plan are also outlined.
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Annamalai MBA Marketing Management 348 Solved Assignment 2019palaniappann
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Prof.Dr.N.Palaniappan.,MBA., MCom.,MPhil.,PhD.
Mail:- palaniappanmail@gmail.com
MBA Subject Coaching/ MBA Assignment/ MBA Project Consultant
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Ph:-9025810064 (whatsapp available)
This document contains a long quiz on operations management in tourism and hospitality. It has multiple choice, true/false, and fill-in-the-blank questions about key concepts like organizational strategy, productivity, competitiveness, quality, and time-based strategies. The quiz is divided into two parts, with Part I focusing on identification and true/false questions, and Part II consisting of multiple choice questions where the test-taker must write the letter of their answer choice.
This document provides a summary of an inter-school quiz on accountancy and business studies organized by Samarth Shiksha Samiti. It contains questions related to topics like communication, leadership, marketing, sales promotion, recruitment, motivation, and management functions. The quiz was held on 21st November 2016 at GLT Saraswati Bal Mandir Sr. Sec. School in Negru Nagar. It includes 40 multiple choice questions along with their answers on various business studies concepts.
1. The document is an examination paper for a course on Human Resource Management. It consists of multiple choice questions, short answer questions, and case studies.
2. Section A contains 30 objective type questions testing concepts like HRD, performance appraisal, training and development. Section B has 2 case studies involving issues like employee motivation and retention at an automotive company and a private life insurance firm.
3. Section C focuses on applied theory, asking students to discuss concepts like management development and quality of work life. The paper comprehensively evaluates a student's understanding of key HR concepts and their ability to analyze and propose solutions to practical workplace issues and challenges.
The document summarizes an internship report on process improvement techniques at BhartiAXA Life Insurance Company. The internship objectives were to find better techniques to improve the company's efficient operations. The report details the company profile, current processes like Kanban, A3 and Gemba walks. Suggested improvements include visualizing employee processes digitally and ensuring executive sponsorship of improvement initiatives. The conclusion is that continuous process improvement is crucial for customer retention and employee performance.
Annamalai MBA Human Resource Management 347 Solved Assignment 2019palaniappann
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Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD has 15 years of teaching experience in MBA Business schools. For last fifteen years Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD has taught various subjects from Marketing, Finance, Human Resource Management, Information Systems, International Business and General Specializations. He has written many research papers and case studies.
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD organizes online MBA subject coaching / MBA Assignment help and MBA Project help. Many clients national and international has appreciated Prof.Dr.N.Palaniappan.,MBA., MCom.,MPhil.,PhD for his timely help in the assignments and projects and MBA subject coaching.
You can call him on his mobile no. 9025810064 (whatsapp available) or mail him at palaniappanmail@gmail.com. He does help/guidance for the below question. If urgent or any query’s, Please feel free to call him on his mobile no. 9025810064 (whatsapp available) or do mail on palaniappanmail@gmail.com.
Contact
Prof.Dr.N.Palaniappan.,MBA., MCom.,MPhil.,PhD.
Mail:- palaniappanmail@gmail.com
MBA Subject Coaching/ MBA Assignment/ MBA Project Consultant
Director - Knowledge Point.
Ph:-9025810064 (whatsapp available)
This document contains an assignment for a marketing management course. It includes 5 questions related to marketing strategies and concepts. The questions address topics like the importance of marketing, marketing control techniques, new product development process, brand formation steps, and factors influencing distribution channel selection. Students are instructed to answer all questions, with responses of approximately 400 words for 10-mark questions. The document provides contact information for students to get fully solved assignments.
Solved Assignment for Annamalai University MBA First Year 2019palaniappann
Sir / Madam
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD has 15 years of teaching experience in MBA Business schools. For last fifteen years Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD has taught various subjects from Marketing, Finance, Human Resource Management, Information Systems, International Business and General Specializations. He has written many research papers and case studies.
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD organizes online MBA subject coaching / MBA Assignment help and MBA Project help. Many clients national and international has appreciated Prof.Dr.N.Palaniappan.,MBA., MCom.,MPhil.,PhD for his timely help in the assignments and projects and MBA subject coaching.
You can call him on his mobile no. 9025810064 (whatsapp available) or mail him at palaniappanmail@gmail.com. He does help/guidance for the below question. If urgent or any query’s, Please feel free to call him on his mobile no. 9025810064 (whatsapp available) or do mail on palaniappanmail@gmail.com.
Contact
Prof.Dr.N.Palaniappan.,MBA., MCom.,MPhil.,PhD.
Mail:- palaniappanmail@gmail.com
MBA Subject Coaching/ MBA Assignment/ MBA Project Consultant
Director - Knowledge Point.
Ph:-9025810064 (whatsapp available)
This document contains an examination for a performance management and competency mapping course. It includes two sections:
Section A contains 10 short answer questions about topics like behaviorally anchored rating scales (BARS), rating errors, variable pay, competencies, performance reviews, linking HR functions to performance management systems, reasons for switching from annual to short-term appraisals, and potential appraisal and benefits of performance measurement.
Section B contains 4 long answer questions about topics like performance-based pay, multiple appraisal systems, feedback models, electronic performance management systems, and a case study analyzing a sales team's performance appraisal.
Annamalai MBA Financial Management 349 Solved Assignment 2019palaniappann
Contact
Prof.Dr.N.Palaniappan.,MBA., MCom.,MPhil.,PhD.
Mail:- palaniappanmail@gmail.com
MBA Subject Coaching/ MBA Assignment/ MBA Project Consultant
Director - Knowledge Point.
Ph:-9025810064 (whatsapp available)
This document contains a quiz on marketing principles for a technical vocational class. It covers topics like SWOT analysis, marketing planning, marketing audits, and the marketing mix (product, price, place, promotion). It also discusses marketing environments (macro and micro), strategic vs. tactical marketing, and principles of marketing like the goals of marketing and customer lifetime value. The quiz contains 30 multiple choice questions testing understanding of these concepts.
This document provides information about getting fully solved assignments for the Marketing for Managers course. Students should send their semester and specialization name to the provided email address or call the given phone number to receive solved assignments. The assignment covers all blocks and topics discussed in the course. It must be submitted before April 30th, 2014 to the study center coordinator. The assignment contains questions about key marketing concepts like the differences between marketing and selling, importance of consumer behavior knowledge, elements of the marketing mix for services, role of marketing research and organization in achieving objectives, stages of buyer decision process, reasons for new product development, and benefits and limitations of segmentation, targeting, and positioning strategies.
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Walmart Business+ and Spark Good for Nonprofits.pdfTechSoup
"Learn about all the ways Walmart supports nonprofit organizations.
You will hear from Liz Willett, the Head of Nonprofits, and hear about what Walmart is doing to help nonprofits, including Walmart Business and Spark Good. Walmart Business+ is a new offer for nonprofits that offers discounts and also streamlines nonprofits order and expense tracking, saving time and money.
The webinar may also give some examples on how nonprofits can best leverage Walmart Business+.
The event will cover the following::
Walmart Business + (https://business.walmart.com/plus) is a new shopping experience for nonprofits, schools, and local business customers that connects an exclusive online shopping experience to stores. Benefits include free delivery and shipping, a 'Spend Analytics” feature, special discounts, deals and tax-exempt shopping.
Special TechSoup offer for a free 180 days membership, and up to $150 in discounts on eligible orders.
Spark Good (walmart.com/sparkgood) is a charitable platform that enables nonprofits to receive donations directly from customers and associates.
Answers about how you can do more with Walmart!"
A workshop hosted by the South African Journal of Science aimed at postgraduate students and early career researchers with little or no experience in writing and publishing journal articles.
Strategies for Effective Upskilling is a presentation by Chinwendu Peace in a Your Skill Boost Masterclass organisation by the Excellence Foundation for South Sudan on 08th and 09th June 2024 from 1 PM to 3 PM on each day.
How to Setup Warehouse & Location in Odoo 17 InventoryCeline George
In this slide, we'll explore how to set up warehouses and locations in Odoo 17 Inventory. This will help us manage our stock effectively, track inventory levels, and streamline warehouse operations.
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...Dr. Vinod Kumar Kanvaria
Exploiting Artificial Intelligence for Empowering Researchers and Faculty,
International FDP on Fundamentals of Research in Social Sciences
at Integral University, Lucknow, 06.06.2024
By Dr. Vinod Kumar Kanvaria
How to Make a Field Mandatory in Odoo 17Celine George
In Odoo, making a field required can be done through both Python code and XML views. When you set the required attribute to True in Python code, it makes the field required across all views where it's used. Conversely, when you set the required attribute in XML views, it makes the field required only in the context of that particular view.
How to Build a Module in Odoo 17 Using the Scaffold MethodCeline George
Odoo provides an option for creating a module by using a single line command. By using this command the user can make a whole structure of a module. It is very easy for a beginner to make a module. There is no need to make each file manually. This slide will show how to create a module using the scaffold method.
1. Examination Paper of Sales Management
IIBM Institute ofBusiness Management
Examination Paper MM.100
Sales and Distribution Management
Section A: Objective Type & Short Questions (30 marks)
This section consists of Multiple Choices & Short Note type questions.
Answer all the questions.
Part one carries 1 mark each & Part Two carries 5 marks each.
Part One:
Multiple Choices:
1. Which of the following comes under role of a salesman?
a. Territory Sales
b. Direct Sales
c. Technical Sales
d. All of the above
2. This method is used by the trainers to present more information in a short time to a large
number of participants________
a. Lecture
b. Demonstration
c. Group discussion
d. None of the above
3. ________is an emerging form of distribution and promotion that combines elements of
personal selling and advertising.
a. Direct Mail
b. Direct Marketing
c. Team selling
d. None of the above
4. An exercise that is crucial for every company in the business of manufacturing and selling its
products is called_______.
a. Retailer
b. Wholesaler
c. Customer
d. None of the above
5. ________involves manufacturer marketing activities directed at channel intermediaries.
a. Pull Strategy
b. Push Strategy
c. Both (a) & (b)
d. None of the above
IIBM Institute of Business Management 1
2. Examination Paper of Sales Management
6. They are the shopkeepers who set up shops in the market place to cater to the needs of
hundreds of consumers
a. Distributors
b. Wholesalers
c. Agents
d. Retailers
7. Which one of the following is the 2nd stage of Product life cycle?
a. Maturity
b. Growth
c. Decline
d. Introduction
8. MSA Stands for_______
9. It refers to the number of selling activities that a salesman is expected to perform in his area
over a period of time is known as________.
a. Sales volume quotas
b. Financial quotas
c. Activities quotas
d. All of the above
10. Which of the following comes under financial incentives?
a. Higher Salary
b. Profit Sharing
c. More Commission
d. All of the above
Part Two
1. List the different types of forecasting methods?
2. Write a short note on “Training”?
3. Define the purpose of sales budget?
4. How would you explain the Distribution Strategy?
END OF SECTION A
Section B: Caselets (40 Marks)
This section consists of Caselets.
Answer all the questions.
Each Caselet carries 20 marks.
Detailed information should form the part of your answer (Word limit 150 to 200 words).
IIBM Institute of Business Management 2
3. Examination Paper of Sales Management
Swish flow Ltd. - Hiring Salespeople
“Why two out of five salesperson have resigned within six months of joining the company/” asked
marketing director to the sales manager, Sunil Kumar of Swish flow Ltd. “I think, there is something
wrong with our staffing process, “responded Sunil Kumar, without knowing the real reasons for the
turnover of salespeople.
Swish flow Ltd started manufacturing and marketing consumer durables like fans and water purifiers for
household consumer‟s commercial firms in 1993. The sales and marketing office was located in Mumbai,
the commercial capital of India. Swish flow was a newly established company and for its first year of
operations, the company decided to recruit five salesperson to cover major metros and cities of
Maharashtra. The staffing process included the sales manager deciding the job qualifications salespersons
based on what he learnt in the MBA programme. The administration manger was asked to place the
advertisement in the local newspapers. The resumes of applicants were forwarded to Sunil Kumar, who
screened the same and sent interview calls to about ten applicants. The interviews were conducted by
Sunil Kumar and the marketing director and the selected candidates were given the appointment letters.
Some of the candidates had a problem of finding suitable residence, but the company policy did not
provide any consideration for he3 same. Sunil Kumar conducted one-week training programme and
generally guided the new salesperson, who reported to him directly. There was a delay in the receipt of
the fans from the factory, located at Baroda in Gujarat. During this period of three months, Sunil Kumar
was asked to conduct market surveys and look after advertising function of the entire group. He asked the
salespersons to collect market information on various other products like water purifiers, power tillers,
and so on in which the group was interested to diversify. During this period, two salespersons suddenly
stopped coming to work, after collecting their salaries of the previous working month.
Questions:
1. What improvements do you suggest in the staffing process followed by the company?
2. Was Sunil Kumar right in getting market surveys done by the new salesperson?
Caselet 2
Snow White Paper Company is located in an agricultural belt about 300 kilometers from a metro city.
The company is into writing and printing papers. Its primary raw material is wheat straw. Last year,
the company had a turnover of Rs. 134 crore on a volume of 45,000 tons of paper. While preparing
the business plan for the current year, the top management was concerned with the following
distribution issue that they want you to help resolve:
PROBLEM: FINISHED GOODS DISTRIBUTION
The paper industry is dominated by selling agents who bring the manufacturer like Snow White and
the buyer like printing/publishing companies, and note book makers, together. They make a
commission of about 2 percent on all transactions. Some other points:
Snow White depends on about 110 agents to canvass business for it from the users.
The Company sells about 23 percent of its paper directly to some government organizations.
The agent arranges for the buyer to pay the company for its produce by a advance demand
draft. It is expected that the agent provides the credit support to the buyer.
IIBM Institute of Business Management 3
4. Examination Paper of Sales Management
Agents are not exclusive for Snow White and work for other paper mills also and normally
play the mills against each other. They have a grip on the business and are reluctant to put the
mill directly in touch with the buyers.
There is always an uncertainty on the orders and the price, which would be obtained on the
orders- the company cannot plan its profits properly nor offer the best service to end users so
that they always ask for Snow white.
Question:
1. How can you help Snow White become less dependent on the selling agents and plan its sales and
profitability better? How can they plan their customer service efforts?
END OF SECTION B
Section C: Applied Theory (30 Marks)
This section consists of Applied Theory Questions.
Answer all the questions.
Each question carries 10 marks.
Detailed information should from the part of your answer (Word limit 200 to 150 words).
1. Define the personal selling? Also explain the process of personal selling?
2. What is Motivation? Explain the all theory of Motivation.
3. Define the following terms:
a) Function of Retailers
b) Function of Wholesaler
END OF SECTION C
IIBM Institute of Business Management 4
5. Examination Paper of Sales Management
IIBM Institute ofBusiness Management
Examination Paper MM.100
Management ofa Sales Force
Section A: Objective Type & Short Questions (30 marks)
This section consists of Multiple Choices & Short Note type Questions.
Answer all the questions.
Part one carries 1 mark each & Part Two carries 5 marks each.
Part One:
Multiple Choices:
1. ____________ is the conscious, systematic process of making decisions about goods and
activities that an individual, group, work unit or organization will pursue in the future.
a. Controlling
b. Planning
c. Training
d. Staffing
2. Which of the following comes under forecasting steps?
a. Trends in sales
b. Past Pattern
c. Competitive factors
d. All of the above
3. SMART Stand for_______
a. Specific-Measure-Achievable-Realistic-Time-bound
b. Smart-Measurable-Achievable-Realistic-Time-bound
c. Specific-Measurable-Achievable-Realistic-Time-bound
d. None of the above
4. Which of the following is not comes under relationship selling?
a. Respond to customer needs
b. Proactive
c. Value-based offers
d. Customer‟s customer
5. Establishing the resource needed to successful execute the operating plan by hiring, coaching and
developing people is known as______
a. Planning
b. People Development
c. Proactive Review
IIBM Institute of Business Management 5
6. Examination Paper of Sales Management
d. All of the above
6. AIDA stands for_________
7. This study was conducted using the questionnaire technique among first line managers of
Pharmaceuticalcompanies is called______
a. Results
b. Methodology
c. Both (a) & (b)
d. None of the above
8. ______refers to a solely fixed financial reward provided at appropriate times, either weekly or
monthly, depending on the pay period norm.
a. Performance Bonus
b. Straight Commission
c. Straight Salary
d. Salary plus Bonus
9. Which of the following comes under job Description?
a. Duties
b. The job title
c. Responsibilities
d. All of the above
10. _______is the process of weaning our the good from the bad from the large pool of applicant and
choosing the right applicant for the job and the company.
a. Recruiting
b. Selecting
c. Discrimination
d. None of the above
Part Two:
1. Write a short note on „Territory Management‟.
2. Define the Assessment of Sales Training?
3. List the tips on making a good sales plan.
4. Explain the Types of Training?
END OF SECTION A
Section B: Caselets (40 Marks)
IIBM Institute of Business Management 6
7. Examination Paper of Sales Management
This section consists of Caselets.
Answer all the questions.
Each Caselet carries 20 marks.
Detailed information should form the part of your answer (Word limit 150 to 200 words).
Caselet 1
MAJESTIC PLASTICS COMPANY
Reps Selling Too Many Low-Profit Products
Over the past several days the top executives in the Majestic Plastic Company had been conducting their
annual performance review of the company‟s operations. The company president, Boyd Russell, sat in on
most of these sessions and periodically became quite involved in some of the departmental reviews. The
sales department was the one currently under discussion, and Clyde Brion, the general sales manager, was
the focus of attention. Overall, the sales and profit results were satisfactory, but the executives noted what
they thought was a problem in two Louise Shannon was the rep, and the other was in Chicago, which was
Henry Sadowski‟s territory.
In each of these territories, the sales reps total sales volume was satisfactory. The problem was that the
bulk of their sales volume was in low profit products- that is, products whose gross margin was well
below the company‟s desired average. Then the chief financial officer, Oliver Twombly, recalled that this
same situation had been brought up at last year‟s performance review. Clyde Brion realized he was on the
spot with his fellow executives, including the president.
Top management really did not want to change the basic compensation plan because, oer the company as
a whole, it apparently had been working okay. And Brion concurred in this decision. He pointed out that
Shannon ad Sadowski consistently met their total sales quotas and that each had won a sales contest
designed to stimulate total sales. But their performance was not balanced. They went way over quota on
low-margin goods. They were not selling a desirable mix of products, nor were they generating their share
of new accounts. Basically they were getting large repeat orders from a few established accounts. And
Shannon and Sadowski generally were neglecting the newer products that were the foundation of the
company‟s future growth.
Brion had been aware of this situation for some time, but he had never given it the attention it deserved,
partly because the two reps total sales volume was satisfactory and partly because he had other brushfires
to put out. Now he was convinced that he had better do something-and do it quickly.
Question:
1. What should Clyde Brion do to remedy the imbalanced sales performance of Louise Shannon and
Henry Sadowski?
Caselet 2
SUNRISE CLEANERS
To Train or Not to Train
Sunrise Cleaner Company‟s sales have been expanding rapidly in the past several years and are expected
to continue increasing throughout the next decade. In order to meet this demand, Mickie Parsons,
Sunrise‟s sales manager, has hired a number of sales representatives and expects to hire 6 to 10
IIBM Institute of Business Management 7
8. Examination Paper of Sales Management
salespeople in the coming year and more the following year. In the past, Sunrise hired only experienced
reps, but lately the company has been hiring recent marketing graduates. While the new grades don‟t have
experience, they often are a high level of motivation and a good understanding of overall marketing
planning. However, the less experience reps need more training-both on company policies and sales
procedures-before they are effective in making sales calls. Parson is trying to design a training program
that will provide the necessary training at the lowest possible cost.
Currently, Sunrise does not have a training program. Te new hires just spend a week in a territory with an
experienced rep, and ten they are given their own territory. While tis system was satisfactory with
experienced people, it is not adequate for the inexperienced people the company is now hiring.
Mickie Parsons has suggested the president of Sunrise, Keat Markley, that the company institute a one-or
two-week training program at company headquarters. Parsons has suggested two options. The first option
is to hire a staff recruiter/ trainer who would spend half of his or her time on recruiting and the other half
on training. The new staff specialist would be paid a salary of about $60,000 a year- so the added cost
with respect to the training responsibilities would be $30,000 a year. The second option is to contract with
an outside company that specializes les force training. That company would provide a specialist to set up
and conduct a training program at a cost of approximately $20, 0000 per week.
Parsons was just concluding her presentation to Keat Markley. “I feel that a training program would
increase the average annual sales per rep a minimum of 5 percent- to $1,050, 000 per rep.”
Markley replied, “I am not convinced that the training would improve performance enough to justify the
costs. You know it isn‟t just the cost of the trainer. We would also have to bring these reps into
headquarters and pay their expenses while they are here. There would be some equipment and materials
involved…. All for a 5 percent increase in sales! I want to be sure that the 5 percent would more than
cover these costs. What about using computer training software to train the new reps? Eng I read says that
all of the top companies are using online programs to do a lot of their training and that they are saving
bundles in the process.”
“I‟ve have checked into that option,” Parsons said, “but I don‟t think that a basic off-the –shelf program
would be very effective for training inexperienced graduates and the initial cost of developing a
customized program would be excessive- a minimum of $3,00,000 with each additional week module
costing $50,000. Besides, I think an online program works best for refresher training or for introducing
new product information, not for teaching basic selling skills- that should be face-to-face training.” “OK,”
said Markley, “you put together an analysis that considers all the costs of these training options, and ten
make a recommendation to me. Be sure that you look at the increase in sales that will be necessary to
cover these additional costs.”
Parsons left the meeting already calculating the costs in her head. She knew that bringing a rep into
headquarters would cost $250 per rep for travel and $750 per rep per week for lodging and meals.
Materials for any of the programs would likely add an extra $100 per rep and the audiovisual equipment
for the face-to-face training would be headed for her office, where she could put all of these costs together
in order to make a reasoned recommendation to Markley as soon as possible.
Question:
What type of training program should Mickie Parsons recommend to Keat Markley? What‟s your
reasoning for your recommendation?
END OF SECTION B
Section C: Applied Theory (30 Marks)
IIBM Institute of Business Management 8
9. Examination Paper of Sales Management
This section consists of Long Questions.
Answer all the questions.
Each question carries 10 marks.
Detailed information should from the part of your answer (Word limit 200 to 150 words).
1. Elaborate the Role of Area Sales Manager?
2. Define the term selection? How would you explain the selection process?
3. What is Incentive? Define the types of Incentives?
S-2-300813
IIBM Institute of Business Management 9