geographic area assigned to a sales person who can effectively and economically serve customers of that particular area. However sales territories are just not about assigning geographical areas to sales persons‚ the following are the steps to follow in designing sales territories; * Select basic control unit. * Analyze workload. * Determine basic territories. * Assign territories. * Customer contact plan. * Evaluate‚ revise if needed. The objectives of sales territories are to;
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MANAGEMENT CONSULTANTS PROPOSAL “TOWARDS IMPROVED SALES FORCE EFFECTIVENESS” (FOR INTERNATIONAL FOODS DIVISION CAPITAL FOODS INC‚ CANADA) INTRODUCTION CANDO Management consultant one of the prominent Canadian consultant firms. They prepared and sent a formal written proposal on August 19‚ 1998 in response to their client “INTERNATIONAL FOODS DIVISION CAPITAL FOODS INC” to review and assessment. the mentioned subject “Towards Improved Sales Force Effectiveness as a marketing strategy for
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Teaching Guide Building Trust (DVD Title: Building Trust in a Large Organization) LEADERSHIP CHALLENGE: TEACHING OBJECTIVES: Manager must win the trust • Importance of building trust of over 500 employees in his with people when leading a large team Understandcall center team to motivate ing how to earn the trust them to maximize customer of subordinates who are different than you satisfaction. LEADERSHIP DECISION AND RESULT: Manager finds a common ground with people‚ learns their names‚ changes
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Sleepless in Sales The demand exists‚ the product is good‚ and the sales team is working harder than ever. Yet you are still losing sales. Different times require different solutions‚ and B2B companies need to find them. Sleepless in Sales 1 It’s 3:15 a.m. Awake again. My brain won’t shut off. Why are sales down? Our product is competitive‚ clients like it‚ and we’ve run all of the obligatory sales improvement programs. Maybe it’s the sales team. They keep saying it’s tough to keep up with so
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Team Building Team building is a process that develops cooperation and teamwork within a work unit. To constitute an effective team‚ its members must share a common goal‚ have respect for each other‚ and be motivated to use the strengths of each member to achieve their objectives. Current corporate philosophy stresses that each member of a team plays an integral part in the success of the company. With understaffing‚ burnout‚ outsourcing‚ and other morale-defeating activities on the rise‚ many
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Building brand identity in competitive markets: a conceptual model Bhimrao M. Ghodeswar School of Management‚ Asian Institute of Technology‚ Klong Luang‚ Pathumthani‚ Thailand Abstract Purpose – The purpose of this conceptual paper is to identify important elements of brand building based on a literature review and case studies of successful brands in India. Design/methodology/approach – This paper is based on a review of the literature and takes a case study approach. The paper suggests the framework
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each function? What are the steps in the Sales Management model? Describing the Personal Selling Function -> Defining the Strategic Role of the Sales Function -> Developing the Salesforce -> Directing the Salesforce -> Determining Salesforce Effectiveness and Performance What are the 7 characteristics of the Best Sales Organizations? Create a customer-driven culture throughout the sales organization and firm Recruit and hire the best sales talent Train and coach the right skill
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Innovation Centre © NHBC Foundation NF 1 Published by IHS BRE Press on behalf of NHBC Foundation December 2006 ISBN-13: 987-1-86081-937-7 ISBN-10: 1-86081-937-0 P R E F A C E The NHBC Foundation has been established to help the house building industry to develop innovative and sustainable ways of meeting the demands for new housing. Its mission is to help set and improve the standard of new homes across the UK. This guide is one element of a series that is expected to grow into a
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Building Blocks Retrospection David Nguyen National University Building Blocks Retrospection The building blocks questionnaire is a very thorough survey that is useful in deciphering a student ’s foundational‚ symbolic‚ and conceptual development. I personally would not recommend a teacher or adult to try to fill this form out without being fairly familiar with the student. This survey starts out broadly with seemingly broad questions‚ but gradually build up to more specific
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Installment Sales The DJ Company accounts for sales of merchandise on the installment basis. At the end of each year it recognizes gross profit on these sales‚ considering collections during the year to be composed of cost and gross profit elements. The balances of the control accounts for installment contract receivable at the beginning and at the end of 2009 were: 1/01/2009 12/31/2009 Installment Accounts Receivable: 2007………………………… P 24‚020 P - 2008………………………… 344‚460 67
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