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Selling and negotiation skills
This document discusses strategies for identifying and approaching different types of customers. It outlines loyal, fickle, renewing, and new customers and recommends offering high-value products and frequent communication to loyal customers, identifying satisfaction levels and creating a trust-building plan for fickle customers, determining reasons for drifting away and regaining confidence for renewing customers, and gathering information and persuading capabilities for new customers. It also provides tips on grasping customers' attention through store environment and merchandise and appropriately timing engagement to be helpful from the customer's perspective.
Compensation and benefits
Compensation plays an important role in attracting and retaining employees while ensuring optimal performance. It includes direct compensation like wages and salaries as well as indirect compensation like benefits. Equity theory and expectancy theory provide frameworks for understanding what motivates employees regarding compensation. Compensation approaches include job-based systems that consider the position as well as individual skill/knowledge-based systems that consider the person. Key decisions involve balancing fixed vs variable pay and using individual vs team-based incentives.
Roger - Consumer Buying
Everett Rogers developed the Diffusion of Innovations Theory to predict how new ideas and technologies are adopted by different groups over time. The theory has been applied across many fields and proposes that adoption follows an S-shaped curve, with innovators, early adopters, early majority, late majority, and laggards adopting at different stages. It also describes how these groups differ in their openness to new ideas and their willingness to adopt innovations early.
Industrial buyer behaviour
The document discusses industrial buying behavior and the purchasing process. It describes the objectives, phases, and situations involved in organizational purchasing. The phases include recognizing needs, determining specifications, searching for suppliers, evaluating proposals, selecting suppliers, and providing feedback. Key roles in the buying center/decision-making unit are initiators, buyers, users, influencers, deciders, and gatekeepers. The purchasing objectives center around delivery, quality, price, services, relationships, and personal career goals.
Group influences
This document discusses various external and internal influences on consumer behavior. It covers topics such as culture, demographics, social groups, reference groups, personality, perception, learning, and group influences. Specifically, it describes how reference groups can influence consumers through informational and normative influence. It also discusses diffusion of innovations and how different types of consumers adopt innovations at different stages.
Consumer Buying Behaviour
The document discusses the consumer buying decision process, including problem recognition, information search, alternative evaluation and selection, and post-purchase behavior. It also covers types of consumer decisions based on purchase involvement (habitual, limited, extended decision making) and the different levels of information search that correspond. Marketing strategies are proposed based on the decision making process and type, such as maintenance strategies for habitual purchases or intercept strategies for brands not in a consumer's evoked set during limited decision making. Evaluation criteria are provided for various product categories like color TVs, shaving cream, cameras, and automobiles.
Opportunity validation
The document discusses frameworks for validating business opportunities, including Porter's Five Forces analysis and the 7+1 framework. It focuses on analyzing sectors like telecom and consumer goods using these models. Key aspects of opportunity validation covered include evaluating the market size, customer needs, competitive landscape, management team, and ensuring the opportunity has positive present value, is timely, and can be implemented and scaled efficiently.
Market sizing
This document discusses market sizing and different terms used in market sizing such as Potential Available Market (PAM), Total Available Market (TAM), Serviceable Addressable Market (SAM), and Serviceable Obtainable Market (SOM). It provides examples of how to calculate market sizes for different industries and locations. The document also discusses approaches like top-down and bottom-up for estimating market sizes and emphasizes the importance of clear assumptions.
Recommended
Selling and negotiation skills
This document discusses strategies for identifying and approaching different types of customers. It outlines loyal, fickle, renewing, and new customers and recommends offering high-value products and frequent communication to loyal customers, identifying satisfaction levels and creating a trust-building plan for fickle customers, determining reasons for drifting away and regaining confidence for renewing customers, and gathering information and persuading capabilities for new customers. It also provides tips on grasping customers' attention through store environment and merchandise and appropriately timing engagement to be helpful from the customer's perspective.
Compensation and benefits
Compensation plays an important role in attracting and retaining employees while ensuring optimal performance. It includes direct compensation like wages and salaries as well as indirect compensation like benefits. Equity theory and expectancy theory provide frameworks for understanding what motivates employees regarding compensation. Compensation approaches include job-based systems that consider the position as well as individual skill/knowledge-based systems that consider the person. Key decisions involve balancing fixed vs variable pay and using individual vs team-based incentives.
Roger - Consumer Buying
Everett Rogers developed the Diffusion of Innovations Theory to predict how new ideas and technologies are adopted by different groups over time. The theory has been applied across many fields and proposes that adoption follows an S-shaped curve, with innovators, early adopters, early majority, late majority, and laggards adopting at different stages. It also describes how these groups differ in their openness to new ideas and their willingness to adopt innovations early.
Industrial buyer behaviour
The document discusses industrial buying behavior and the purchasing process. It describes the objectives, phases, and situations involved in organizational purchasing. The phases include recognizing needs, determining specifications, searching for suppliers, evaluating proposals, selecting suppliers, and providing feedback. Key roles in the buying center/decision-making unit are initiators, buyers, users, influencers, deciders, and gatekeepers. The purchasing objectives center around delivery, quality, price, services, relationships, and personal career goals.
Group influences
This document discusses various external and internal influences on consumer behavior. It covers topics such as culture, demographics, social groups, reference groups, personality, perception, learning, and group influences. Specifically, it describes how reference groups can influence consumers through informational and normative influence. It also discusses diffusion of innovations and how different types of consumers adopt innovations at different stages.
Consumer Buying Behaviour
The document discusses the consumer buying decision process, including problem recognition, information search, alternative evaluation and selection, and post-purchase behavior. It also covers types of consumer decisions based on purchase involvement (habitual, limited, extended decision making) and the different levels of information search that correspond. Marketing strategies are proposed based on the decision making process and type, such as maintenance strategies for habitual purchases or intercept strategies for brands not in a consumer's evoked set during limited decision making. Evaluation criteria are provided for various product categories like color TVs, shaving cream, cameras, and automobiles.
Opportunity validation
The document discusses frameworks for validating business opportunities, including Porter's Five Forces analysis and the 7+1 framework. It focuses on analyzing sectors like telecom and consumer goods using these models. Key aspects of opportunity validation covered include evaluating the market size, customer needs, competitive landscape, management team, and ensuring the opportunity has positive present value, is timely, and can be implemented and scaled efficiently.
Market sizing
This document discusses market sizing and different terms used in market sizing such as Potential Available Market (PAM), Total Available Market (TAM), Serviceable Addressable Market (SAM), and Serviceable Obtainable Market (SOM). It provides examples of how to calculate market sizes for different industries and locations. The document also discusses approaches like top-down and bottom-up for estimating market sizes and emphasizes the importance of clear assumptions.
Business models
1. The document discusses different types of business models including product/service, B2B/B2C, and sector-specific models.
2. It contrasts the traditional "pipe" model, where value is created at one point and delivered elsewhere, with the platform model where producers and consumers interact directly to co-create value.
3. Popular digital business models are discussed including marketplace, on-demand, access-over-ownership, hypermarket, subscription-based, free, freemium, experience, and ecosystem models. Each has different focuses like customer acquisition or consistent service delivery.
Time series forecasting
The document provides an overview of time-series forecasting methods, including:
1) It discusses trend analysis, seasonality, cyclical behavior, and various forecasting techniques such as the ratio-to-moving average method and exponential smoothing.
2) Exponential smoothing is described as a forecasting method that gives the largest weight to present observations and smaller, geometrically declining weights to past observations.
3) An example demonstrates exponential smoothing on a time series using weighting factors of 0.4 and 0.8, showing the smoothed series for each weight.
Forecasting exponential smoothing
Exponential smoothing uses all time series values to generate forecasts, with lesser weights given to older observations. It calculates a smoothed level (Lt) at each period (t) as a weighted average of the current value (yt) and the previous smoothed level (Lt-1). This smoothed level then becomes the forecast for the next period. The smoothing constant (α) determines the weights, with lower α producing a "flatter" smoothed series that changes less over time.
Summer internship - Report
The document provides details about Sublaxmi Gupta's summer internship project at WELINGKAR INSTITUTE OF MANAGEMENT DEVELOPMENT & RESEARCH. It summarizes the Management Leadership Program (MLP) that Sublaxmi participated in. The 2-month program involved various projects, mentorship, reviews, and training. Sublaxmi gained experience in digital marketing, content creation, and operations management through projects focused on online content, social media marketing, website updates, and improving business processes. Overall, the internship provided valuable real-world experience working on strategic initiatives for an education company.
GSK
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Marketing
Fresh Corner Bakery manufactures different varieties of khari and toast at its manufacturing unit located in Val village. The bakery was established in 2015 and has 6 employees including one sales person. It manufactures 5 types of khari and 3 types of toast using first-hand machines. The initial investment was Rs. 40,00,000. The bakery distributes its products in Thane, Kalyan, Bhiwandi and nearby locations through delivery by a sales boy every day except Friday. The bakery invests Rs. 100,000 per month in manufacturing and makes a monthly profit of the same amount. Its target market includes people in the vicinity where it offers affordable prices.
Advertising
The document discusses an advertisement concept involving a group of girls going on a trip together. In the concept, the girls inform their parents they will be unreachable for two days due to no connectivity in the remote area they are visiting. However, one girl's phone rings and they discover she has network coverage, allowing her to do a video call with her parents. The concept aims to show the exceptional connectivity of a particular network across India, even in secluded areas where other networks don't work. It effectively conveys the network's coverage by surprising the girls with a call in a remote location.
Ongc & carbon credit market
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7 Power and politics
This document discusses power and politics in organizations. It defines power as one's ability to influence another's behavior according to their wishes. There are five bases of power: formal power from one's position, and personal power from expertise, relationships, or traits. Political behavior is any non-required activity to influence advantages, and can be legitimate everyday politics or illegitimate extreme actions. Politics is natural due to scarce resources leading to competition. Impression management techniques like self-promotion can influence performance evaluations.
5 Organizational change
This document summarizes key concepts around organizational change and stress management. It defines organizational change and identifies forces that drive change. It also discusses approaches to managing change, including Lewin's three-step model and Kotter's eight-step plan. Additionally, it defines work stress, identifies potential stress sources, and compares individual and organizational approaches to managing stress. Finally, it discusses global implications of change and stress management.
4 organizational culture
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3 Organization structure
At Microsoft, the company organizes itself according to four customer segments to better understand and serve different types of customers. This allows Microsoft to design specific products and services for each segment. There are six key elements that managers consider when designing an organizational structure: work specialization, departmentalization, chain of command, span of control, centralization/decentralization, and formalization. These elements determine how tasks are divided and coordinated within a company. Common organizational designs include simple structures, bureaucracies, and matrix structures. The appropriate design depends on factors like the company's strategy, size, and environment.
2 Understanding the work of teams
Teams have become popular in organizations as they allow for flexibility, employee involvement in decision making, and increased motivation. The document contrasts groups which share information with teams which generate synergy through coordinated effort. It describes four main types of teams - problem-solving, self-managed, cross-functional, and virtual - and the key components of effective teams including context, composition, work design, and process. Managers can create effective teams by providing resources, leadership, trust, and proper rewards while considering members' skills, roles, and diversity.
1 groups - Managing teams
This document defines groups and their classifications. It discusses five key properties that influence group performance: roles, norms, status, size, and cohesiveness. It outlines five stages of group development and alternatives like the punctuated equilibrium model. Techniques for group decision making are compared, including their strengths and effectiveness. Global implications around status, culture, and diversity are also examined. The summary emphasizes that clear roles, norms, smaller size, cohesion, and low status differences typically lead to better group performance and satisfaction.
Maruti suzuki
Maruti Suzuki India Limited is a 56.21%-owned subsidiary of Suzuki Motor Corporation of Japan and is the largest car manufacturer in India with a 51% market share. It manufactures and sells popular and affordable cars in India such as the Alto, Wagon R, Swift, Dzire, S-Presso, Ertiga, Ciaz, Brezza, and Ignis. The company is headquartered in New Delhi and sold its ten millionth vehicle in India in February 2012.
Cross sectional research
Cross-sectional research involves analyzing data from a population or subset at a single point in time. It provides a snapshot of populations by gathering data through repeated cross-sectional surveys that sample different individuals each time, rather than following the same individuals over time like longitudinal studies. Cross-sectional research is time efficient and requires no long term cooperation since it does not assess individual changes, but it cannot determine cause and effect or rule out alternative explanations.
Dogs and-people
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1. The document discusses different types of business models including product/service, B2B/B2C, and sector-specific models.
2. It contrasts the traditional "pipe" model, where value is created at one point and delivered elsewhere, with the platform model where producers and consumers interact directly to co-create value.
3. Popular digital business models are discussed including marketplace, on-demand, access-over-ownership, hypermarket, subscription-based, free, freemium, experience, and ecosystem models. Each has different focuses like customer acquisition or consistent service delivery.
Time series forecasting
The document provides an overview of time-series forecasting methods, including:
1) It discusses trend analysis, seasonality, cyclical behavior, and various forecasting techniques such as the ratio-to-moving average method and exponential smoothing.
2) Exponential smoothing is described as a forecasting method that gives the largest weight to present observations and smaller, geometrically declining weights to past observations.
3) An example demonstrates exponential smoothing on a time series using weighting factors of 0.4 and 0.8, showing the smoothed series for each weight.
Forecasting exponential smoothing
Exponential smoothing uses all time series values to generate forecasts, with lesser weights given to older observations. It calculates a smoothed level (Lt) at each period (t) as a weighted average of the current value (yt) and the previous smoothed level (Lt-1). This smoothed level then becomes the forecast for the next period. The smoothing constant (α) determines the weights, with lower α producing a "flatter" smoothed series that changes less over time.
Summer internship - Report
The document provides details about Sublaxmi Gupta's summer internship project at WELINGKAR INSTITUTE OF MANAGEMENT DEVELOPMENT & RESEARCH. It summarizes the Management Leadership Program (MLP) that Sublaxmi participated in. The 2-month program involved various projects, mentorship, reviews, and training. Sublaxmi gained experience in digital marketing, content creation, and operations management through projects focused on online content, social media marketing, website updates, and improving business processes. Overall, the internship provided valuable real-world experience working on strategic initiatives for an education company.
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The document lists various pharmaceutical, vaccine, and consumer healthcare products produced by GlaxoSmithKline, including drugs like Advair, vaccines like Boostrix, and consumer products like Horlicks nutritional drink. It also provides key details about GSK's operations in India such as management personnel, advertising and media agencies used. The list of products spans treatment areas like respiratory diseases, infections, pain relief, and oral healthcare.
Marketing
Fresh Corner Bakery manufactures different varieties of khari and toast at its manufacturing unit located in Val village. The bakery was established in 2015 and has 6 employees including one sales person. It manufactures 5 types of khari and 3 types of toast using first-hand machines. The initial investment was Rs. 40,00,000. The bakery distributes its products in Thane, Kalyan, Bhiwandi and nearby locations through delivery by a sales boy every day except Friday. The bakery invests Rs. 100,000 per month in manufacturing and makes a monthly profit of the same amount. Its target market includes people in the vicinity where it offers affordable prices.
Advertising
The document discusses an advertisement concept involving a group of girls going on a trip together. In the concept, the girls inform their parents they will be unreachable for two days due to no connectivity in the remote area they are visiting. However, one girl's phone rings and they discover she has network coverage, allowing her to do a video call with her parents. The concept aims to show the exceptional connectivity of a particular network across India, even in secluded areas where other networks don't work. It effectively conveys the network's coverage by surprising the girls with a call in a remote location.
Ongc & carbon credit market
The document discusses carbon credit markets and how ONGC, India's largest oil and gas company, is involved. It provides an introduction to carbon credits and their need, trading, and value. It then focuses on ONGC's activities in the carbon credit market, including how it generates credits from reducing greenhouse gas emissions in its energy operations. The document concludes by thanking the reader.
7 Power and politics
This document discusses power and politics in organizations. It defines power as one's ability to influence another's behavior according to their wishes. There are five bases of power: formal power from one's position, and personal power from expertise, relationships, or traits. Political behavior is any non-required activity to influence advantages, and can be legitimate everyday politics or illegitimate extreme actions. Politics is natural due to scarce resources leading to competition. Impression management techniques like self-promotion can influence performance evaluations.
5 Organizational change
This document summarizes key concepts around organizational change and stress management. It defines organizational change and identifies forces that drive change. It also discusses approaches to managing change, including Lewin's three-step model and Kotter's eight-step plan. Additionally, it defines work stress, identifies potential stress sources, and compares individual and organizational approaches to managing stress. Finally, it discusses global implications of change and stress management.
4 organizational culture
This document discusses organizational culture and provides examples of different types of cultures. It begins by defining organizational culture and listing its common characteristics. It then compares the functional and dysfunctional effects culture can have. Several factors that create and sustain an organization's culture are identified, such as the actions of founders and top management. The document outlines how culture is transmitted to employees through socialization and provides examples of companies with unique cultures. It concludes by discussing how ethical and positive cultures can be created through practices like role modeling, training, and rewarding ethical behavior.
3 Organization structure
At Microsoft, the company organizes itself according to four customer segments to better understand and serve different types of customers. This allows Microsoft to design specific products and services for each segment. There are six key elements that managers consider when designing an organizational structure: work specialization, departmentalization, chain of command, span of control, centralization/decentralization, and formalization. These elements determine how tasks are divided and coordinated within a company. Common organizational designs include simple structures, bureaucracies, and matrix structures. The appropriate design depends on factors like the company's strategy, size, and environment.
2 Understanding the work of teams
Teams have become popular in organizations as they allow for flexibility, employee involvement in decision making, and increased motivation. The document contrasts groups which share information with teams which generate synergy through coordinated effort. It describes four main types of teams - problem-solving, self-managed, cross-functional, and virtual - and the key components of effective teams including context, composition, work design, and process. Managers can create effective teams by providing resources, leadership, trust, and proper rewards while considering members' skills, roles, and diversity.
1 groups - Managing teams
This document defines groups and their classifications. It discusses five key properties that influence group performance: roles, norms, status, size, and cohesiveness. It outlines five stages of group development and alternatives like the punctuated equilibrium model. Techniques for group decision making are compared, including their strengths and effectiveness. Global implications around status, culture, and diversity are also examined. The summary emphasizes that clear roles, norms, smaller size, cohesion, and low status differences typically lead to better group performance and satisfaction.
Maruti suzuki
Maruti Suzuki India Limited is a 56.21%-owned subsidiary of Suzuki Motor Corporation of Japan and is the largest car manufacturer in India with a 51% market share. It manufactures and sells popular and affordable cars in India such as the Alto, Wagon R, Swift, Dzire, S-Presso, Ertiga, Ciaz, Brezza, and Ignis. The company is headquartered in New Delhi and sold its ten millionth vehicle in India in February 2012.
Cross sectional research
Cross-sectional research involves analyzing data from a population or subset at a single point in time. It provides a snapshot of populations by gathering data through repeated cross-sectional surveys that sample different individuals each time, rather than following the same individuals over time like longitudinal studies. Cross-sectional research is time efficient and requires no long term cooperation since it does not assess individual changes, but it cannot determine cause and effect or rule out alternative explanations.
Dogs and-people
This document contains several quotes about the relationship between dogs and humans. The quotes express that dogs are often nicer than people, that dogs provide unconditional love and affection, and that they improve people's lives and well-being. Dogs are portrayed as better judges of character than humans and their love and loyalty is contrasted with human tendencies to mix love and hate.
E- Placement cell for Mumbai University (A noble idea)
Lakhs of students graduating every year from Mumbai University - one of the oldest universities in the country. Placement of these students could become lot more easier if it is online.
Guahati university
There are hundreds of universities in India. One of them is Guahati University - have a look at the details!
Online Camplus Placement - competitive analysis
Campus placement could became much easier if we could bring about a revolutionary change in the system and manner in which the placements are conducted. Find a list of companies which facilitate online campus placement
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E- Placement cell for Mumbai University (A noble idea)
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During the hour, we’ll take you through:
Guest Speaker Segment with Hannah Barrington: Dive into the world of dynamic real estate marketing with Hannah, the Marketing Manager at Workspace Group. Hear firsthand how their team generates engaging descriptions for thousands of office units by integrating diverse data sources—from PDF floorplans to web pages—using FME transformers, like OpenAIVisionConnector and AnthropicVisionConnector. This use case will show you how GenAI can streamline content creation for marketing across the board.
Ollama Use Case: Learn how Scenario Specialist Dmitri Bagh has utilized Ollama within FME to input data, create custom models, and enhance security protocols. This segment will include demos to illustrate the full capabilities of FME in AI-driven processes.
Custom AI Models: Discover how to leverage FME to build personalized AI models using your data. Whether it’s populating a model with local data for added security or integrating public AI tools, find out how FME facilitates a versatile and secure approach to AI.
We’ll wrap up with a live Q&A session where you can engage with our experts on your specific use cases, and learn more about optimizing your data workflows with AI.
This webinar is ideal for professionals seeking to harness the power of AI within their data management systems while ensuring high levels of customization and security. Whether you're a novice or an expert, gain actionable insights and strategies to elevate your data processes. Join us to see how FME and AI can revolutionize how you work with data!
Building Production Ready Search Pipelines with Spark and Milvus
Spark is the widely used ETL tool for processing, indexing and ingesting data to serving stack for search. Milvus is the production-ready open-source vector database. In this talk we will show how to use Spark to process unstructured data to extract vector representations, and push the vectors to Milvus vector database for search serving.
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Power of Power Point
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- 3. Title Here • Placeholder text 1 • Placeholder text 2 • Placeholder text 3
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- 5. SECTION DIVIDER LAYOUT Subtitle Here
Editor's Notes
- Rippling Water (Basic) Note: This video template is optimized for Microsoft PowerPoint 2010. In PowerPoint 2007, video elements will play, but any content overlapping the video bars will be covered by the video when in slideshow mode. In PowerPoint 2003, video will not play, but the poster frame of the videos will remain in place as static images. The video: Plays automatically after each slide transition. Is 15 seconds long. Seamlessly loops for infinite playback. To add slides or change layout: To add a new slide, on the Home tab, in the Slides group, click the arrow under New Slide, then click under Motion Background Theme, then select the desired layout. To change the layout of an existing slide, on the Home tab, in the Slides group, click Layout, then select the desired layout. Other animated elements: Any animated element you insert will begin after the slide transition and the background video has started. Layouts with video effects: The “(Green) Title and Content” and “(Purple) Title and Content” layouts are creating by using a color overlay on the video. With the video selected, under Video Tools, on the Format tab, in the Adjust group, select Color and choose Teal, Accent Color 6 Light (third row, seventh option from left) or Periwinkle, Accent Color 5 Light (third row, sixth option from left).