THE SALES FORCE TECHNOLOGY–PERFORMANCE CHAIN: THE ROLE OF ADAPTIVE SELLING AND EFFORT Adam Rapp‚ Raj Agnihotri‚ and Lukas P. Forbes Firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. This research expands previous literature in the area of sales force automation (SFA) and customer relationship management (CRM) by looking at the consequences after technology adoption by a sales force. Data were gathered from
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Aspen Technology Inc. 1. What are Aspen Technology´s main Exchange rate exposures? Aspen Technologic Inc‚ is firm specialized in the development of simulation software for customers in process manufacturing industries‚ particularly the chemical industry. Big part of the AspenTech earnings comes for the licenses of their existing products. The 52% of Aspen Tech’s software license revenues came from customers outside de United States. With most‚ but not all‚ of its expenses incurred in the
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is an example. Data Diagram Flow 1: The information system comprises for Riordan Manufacturing is comprised of: • Customers • Employees • Manager Customers Customers are the people that purchase items sold by Riordan and will give their orders to a Riordan employee or manager to fulfil. Employees The employees work for Riordan in many roles like servicing‚ manufacturing and selling products. The employees will play a large role in this design. Manager
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MATCHING DELL CASE ANALYSIS This analysis describes the case of computer and peripherals industry especially the successful management of Dell Computer Corporation which grew twice as fast as its major rivals like Compaq‚ Gateway‚ Hewlett Packard and IBM. The main reason for the success of Dell was their "Direct Model" of selling computers which eliminated all traditional channels like distributors‚ resellers and retailers. Traditionally all its competitors
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Matching Dell Between 1994 and 1998‚ the revenue of Dell Computer Corporation rose from $3.5 billion to $18.2 billion‚ and profits increased from $149 million to $1.5 billion. The company’s stock price rose by 5‚600%. During the same period‚ Dell grew twice as fast as its major rivals in the personal computer market and tripled its market share. In the first half of 1998‚ Dell reported operating earnings that were greater than the personal computer earnings of Compaq‚ Gateway‚ Hewlett Packard
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Matching Dell 1. Describe Dell’s strategy. 2. What are the key trade-offs involved in Dell’s strategic positioning? One trade-off is Dell’s strategic positioning of personalized computers refrains it from the benefits of supply-side economies of scale. The personalized products and customer-centric services mean higher cost. The other trade-off is that Dell loses sales opportunities to a variety of distributors by focusing on direct sales. Although the strategic positioning of direct sales can
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System Proposal for Riordan Manufacturing‚ Inc. Introduction In reviewing the current and historical sales and marketing information for Riordan Manufacturing‚ Inc.‚ it became clear that there is a need for a new streamlined system to track the past and present workings of the company. There are past marketing plans being stored in one location in a file cabinet‚ limiting the personnel that has access to it (Riordan Manufacturing‚ Inc.‚ 2012). Sales employees are using different methods to track
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CHAPTER 9 BALANCING DEMAND AGAINST PRODUCTIVE CAPACITY FLUCTUATING DEMAND • A major challenge for many types of capacity-constrained service organizations • Play havoc with efficient use of productive assets‚ thus eroding profitability • 2 basic approaches: (1) adjust the level of capacity to meet variations in demand (2)manage the level of demand using marketing strategies ➢ Services are perishable; ➢ Most acute among services are process people or physical possessions
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briefly look at two techniques for finding objects in images. First‚ we look at segmentation of a given image into a small number of regions based on a distance threshold. Then we look at a matched filtering approach to detecting objects‚ called template matching. Object Segmentation We can extend the region-growing algorithm to detect objects in color images. The basic algorithm must be modified to compute distance on the YUV or Lab coordinates. In addition‚ a raster scan of the pixels can detect undefined
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maintain its leadership position in the direct sales channel. In order to understand why cultivation of core competencies is crucial to the future success of Dell in this period of increasing competition‚ we will examine which competencies have led Dell to be successful in the past‚ what the competitive advantage derived from these competencies is‚ and what Dell must do to maintain its leadership position despite the entry of competitors into the direct sales channel. Core competencies provide access
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