Building a Sales Force Digital Think’s Business * Provided Web-based‚ self paced training with built in interactive sessions. * Ease of access through internet and company’s intranet. * Offered coursed on computer programming‚ internet literacy and desktop publishing. * Was known for its high-quality‚ in-depth courses. * 3 sources of revenue: * Catalog Business * Customized training courses for companies * Website Sales * Website sales was a direct
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Introduction. Sales Force Automation is a technique of using software to automate the business tasks of sales‚ including order processing‚ contact management‚ information sharing‚ inventory monitoring and control‚ order tracking‚ customer management‚ sales forecast analysis and employee performance evaluation(Thomas‚ M.S & Michael‚ S.M 1996). This revolution that is sweeping through society is changing the nature of selling. For last 150 years‚ traditional selling process bases on the two ways communications
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CASE IBM : Restructuring The Sales Force In 1993‚ IBM’s Board of Directors decided the time was right for dramatic action. The once proud company had seen its sales fall from almost $69 billion in 1990 to $64‚5 billion in 1992. In the same period‚ profits plunged from $5‚9 billion to a loss of $4‚96 billion. In April 1993‚ the Board hired Louis V. Gerstner‚ Jr. to serve as its new Chairman and Chief Executive Officer and to turn the company around. Just three months into the job‚ Gerstner announced
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Introduction Managing sales is not difficult while a company is small. However‚ when sales start to grow‚ it is very hard to manage enlarged sales workflow as effectively as before. It is because the increasing number of sales tasks‚ the number of regions‚ customers and products. It is taxing for salespersons to handle sales grows without a special system for planning‚ tracking‚ analysing‚ reporting‚ and controlling all aspects of sales activity‚ projects and tasks. Therefore‚ various sales management systems
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No sales person in an organization is an island. The concept of team selling has become the trend in today ’s business environment because it is successful. Team selling utilizes each sales person ’s strengths‚ enhances one ’s contribution‚ increases productivity and reduces turnover. Success in sales happens as the result of planning and effective execution. Careful coordination o f many resources are required on the selling side and the customer ’s side throughout the sales process. The goal of
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Background Information: The case is about the dilemma of a product manager of a pharmaceutical company‚ regarding the name of a new product that has failed to capture the market as expected. The case talks about brand extension of an existing brand which has a strong customer base in the field of neurology. It is named after the core brand so that it could enjoy a good brand recall. After completing the market research‚ the teaser campaign is started to attract the target segment i.e. gynecologists
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common types of the sales force organisational structures are discussed below: 4.1 Functional Organisational Structure A standout amongst the most widely recognised sorts of organisational structures‚ the functional structure which departmentalises an association taking into account the common jobs functions. Benefits: It provides an association with a useful structure would bunch the greater part of the advertisers together in one office‚ assemble the greater part of the sales representatives together
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Case Analysis Outline Case Name: Chiquita Brands International SECTION 2 Industry Analysis: Tools for assessing opportunities and threats in the industry (task) environment. Porter’s 5 Forces Driving Industry Competition: 1. Threat of New Entrants It has proved to be difficult for new companies to enter the banana industry. Therefore‚ there is no strong threat of new entrants into the market. This is due to several factors and entry barriers that exist. These include: a. Banana industry
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EXECUTIVE SUMMARY The report has discussed the ‘Importance of Sales force to Strategic development of a company’. The case of Auckland Engineering Plc. has been examined and the various problems like higher price and over expenditure on advertising have been discussed. The role that a sales team can play in solving these problems like defending their price by focussing on the quality of the product has been observed. Sales team play a vital role in gathering up-to date information about the market
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Module Manual: Going To Market: Managing the Channel & the Sales Force PGDM 2011- 2013 Course Credits: 04 Course Marks: 40 1-INTRODUCTION TO THE COURSE * Going to Market introduces the students to the sales and distribution discipline as the final delivery vehicle of marketing and covers elaborately its two constituents --Managing the Channel (External to the organization) and the Sales Force (Internal to the organization). * * A product or service has been
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