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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Strengths and Weaknesses of Sony Sony Corporation commonly referred as Sony‚ is a Japanese multi-national company. It’s Headquarters is in Tokyo‚ Japan. The company’s main focus is on electronics‚ games‚ entertainment and financial service sectors. Sony’s history goes as far back as 1946‚ as an electronic shop in a departmental store in Tokyo. It was started by Masaru Ibuka and had a total of eight employees. The next year he was joined by his colleague‚ Akio Morita. They founded a company called
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There are three main weaknesses of the Loacker Quadratini wafer. Firstly‚ the price of the product is higher than the other wafers in the Australian market since the Loacker company Insist use the high-quality raw materials that from all over the world. For that reason‚ the materials may cost much money. On one hand‚ the high price may cause sales volume decreasing‚ on the other hand‚ it could guarantee the high quality. That is a huge weakness that cannot avoid‚ however‚ it also could represent
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worldwide market share of over 70 percent in both sales and restaurant. This naturally leads to KFC having gained strong customer awareness and to be the market share leader. Also apart from having been in the fast food industry since 154‚ has enable them to have proprietary recipes and technology. KFC also has strong marketing expertise foundation within the U.S‚ fast food industry which foreign fast food companies will face difficulty in developing. WEAKNESSES.- Many of the KFC outlets are aged‚ small
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Lowe’s Companies‚ Inc. is a U.S.-based chain of retail home improvement and appliance stores. The chain serves more than fourteen million customer a week in its 1‚710 stores in the United States and 20 in Canada. Lowe’s is the second-largest hardware chain in the U.S. behind The Home Depot and ahead of Menards. Globally‚ Lowe’s is also the second largest hardware chain‚ again behind The Home Depot and ahead of the European store B&Q and OBI. Lowe’s strengths consist of being the second
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Sales Contests Work if they are implemented correctly Sales contests provide a great tool for the sales manager to motivate his sales force in both the short and long-term. However‚ in order to work for the sales manager and provide value to the sales force the objectives of the sales contest must to be carefully defined. Pitfalls‚ like a "coin operated sales force" and unmotivated salespeople can be the result of a thoughtlessly designed sales contest. Lastly‚ there are a great variety of sales
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What is sales forecasting? In general terms‚ forecasting means “A statement made about the future”. So‚ Sales forecasting is the estimation of sales made for the future. Sales forecast is an estimate of sales in rupees or in units for future period. A sales forecast is the prediction of sales volume that a company can estimate to achieve in specified period of time in future. Following are some of the definitions given by different scholars: According to American marketing Association
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a commodity. We’re not here to build a cheap product; we’re here to make the product affordable.” William Wang‚ CEO‚ Vizio. The strength of Vizio’s success lies in its existing distribution and sales networks‚ reduced labor costs‚ and high profitability‚ amongst many other things. Its weaknesses include but are not limited to‚ cost structure‚ small business units‚ limited productivity‚ and the possibility of higher loan rates. Vizio has opened opportunities for new products and services
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Case – Sales Oranisation ABC & Company started manufacturing Soya Chunks at Bhopal in 1995. They put up a small Extractor Plant comprising of Mixer‚ Blender‚ Extractor‚ Driver at a cost of Rs. 15 Lacs. They were buying Soya powder from Indore. Initially the sales was in bulk. They used to sell in bags of 20 Kgs each only In 1997 Sales was 500 Tonnes amounting to approx Rs. 1 Crore. There were 1 Sales Manager and 2 Sales Executives. Mostly Sales was confirmed through the wholesale Market in
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UG2 Marketing Sales Promotion Sales promotion is one of the five aspects or elements of promotional mix. Promotional elements are advertising‚ personal selling‚ public relations‚ sales promotion and direct marketing. Sales and promotion is the fourth one. Sales promotion is a fast process that makes the people to be aware of some kind of good and services and increases their interests in buying those good or service‚ sales promotion is for all kind of customers. Sales promotion is one of
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