"Consultative Selling" Essays and Research Papers

supplies&accessories from •  Do financial plan in advance –  第四级 •  Advertising activities one week before the selling day »  第五级 (3 poster&300 leaflets) Ø  one poster in Dehavilland Campus Ø  one poster in College Lane Ø  the last one will be shown on selling day Ø  300 leaflets delivered one week before the selling day 13/06/2013 单击此处编辑母版标题样式 Process •  单击此处编辑母版文本样式 –  第二级 •  Promotion •  Selling in Dehaviland Campus •  plan small games to attract people Ø  第三级 –  第四级 Ø  some discount Ø ...

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deal; Now people just sign on to sites like EBay and Craig’s list to find people selling things that they are interested in purchasing. Although there are many benefits to using sites like those or even to be able to look into local sales online, but there are also some down sides to this type of buying and selling on the internet. In this paper, we are going to discuss the advantages and disadvantages of buying and selling online. There are many advantages to shopping online, whether it is through...

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Unique Selling Proposition (USP) Here are a few guidelines on how to ensure your business has something unique in both your product and communication messages and then how to market your business to the customers you highlighted yesterday. How to develop your unique selling proposition When there are many companies wanting people to spend money on their business, one of the most important areas for you to focus on is something unique that sets your business apart from your competitors. This will...

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Mediquip: “Science of Selling is in the Process” It has oft been thought that the science of selling is in the process. This mantra is precisely what failed the protagonist of the Mediquip case. As with any scientific method, success revolves around a defined process that, when correctly executed, achieves an optimal result. Kurt Thaldorf failed to formulate and follow the correct selling process and resulted in a loss of sale. The following examines Kurt’s failure and attempts to identify changes...

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sectors due to the new initiatives announced by Dubai leaders such as smart government and smart city directions. Being in Dubai market focusing on the government sector for the last 7 years, GBM’s model is not utilizing the Internet as a direct selling channel to its customers. Beside using the internet as a traditional internal collaboration system, such as the e-mails where we share and exchange information internally and with our customers, we are basically facing our customers directly and...

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Marketing is more than selling and promotion The primary concern or objective of marketing is to identify and satisfy, or exceed the changing needs of customers. In view of this broad concern of marketing, it can be seen that the concept of marketing summarizes many activities in a business. Marketing, in fact, refers to any activity undertaken by a firm that has been designed to plan, price, promote and distribute ideas, goods and services to target markets. These marketing activities were executed...

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emphasis on recognizing customer need and cross selling appropriate bank services. Provides service and guidance to customer or prospects seeking banking relationships or related information. Play an active role in developing and maintaining good relations. Promotes and sells needed products and responds to special request by existing customer. Seated at a desk with customer, have time to probe for customer needs and to engage in proactive selling. On the other hand, separated from the customers...

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apprehension to potential change in existing processes. Therefore, Rubbertech needs to package themselves as a complete solution. In addition to selling the RTP with its unique value proposition, they need to sell the ease of transition from manual labor to using the product. Rubbertech can sell this transition by providing demonstrations of the RTP, prior to selling it. The company can empower its sales force to work closely with the customer to determine their specific needs and concerns to create a custom...

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had experienced the problem of control before. Thus, she gets declined by the production manager due to failed to satisfy him (Blythe 2005, pg.106). Susan should have handled this sale by following enhances framework of the business to business selling process (Wilkinson, J. W. 2003, pg. 14). Thus, Susan should identify and attempting to meet customer needs and wants. Besides, Susan could also use SPIN questions which enables aware an implied need of product manager on that product, then improve...

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within sales support were integrated into teams that could serve all industry sectors acquired except for the proposal support group. The reasoning behind the proposal group separation was to allow BPS to continue offering and industry centered, consultative sales process. The hybrid structure was unique to the market, as most similar companies were organized into geographic divisions. BPS believed they could differentiate themselves from competitors with an industry centered niche. However, the industry...

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Case Study Nordstrom: How to Succeed by Selling Just One Shoe by Allen White Introduction to Marketing 1. Identify the type of retailer that Nordstrom's is classified as. Describe the characteristics it shares with other retailers of this type. Nordstrom falls under the department store category of retailing usually selling upscale durable products. Stores that mirror Nordstrom are Sears, JCPenny, Dillards and Macy’s. These department stores carry a variety of goods from apparel, cosmetics...

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course. It is also one of the best selling marketing cases and I think for some very good reasons. Here are my comments on the case questions. Question 2: Sealed Air created value to its customers by building high performance (technical) product quality in its coated bubbles and by educating the customers about the benefits of coated bubbles through the educational efforts of its salesforce and its brochures. Sealed Air’s salesforce also used “consultative sales approach” and provided problem...

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technology", and how it would benefit LUH. Thaldorf failed to convey his products features and reason for high price to LUH. He was not responsive enough to LUH's several comments about price sensitivity, failing to initiate any type of adaptive selling. His one attempt to possibly demonstrate its superior technology, to invite LUH personnel for a three day trip to Mediquip's facility, was refused by management, only to be accepted by Thaldorf without second thought. He should have tried harder to...

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pricing) Channels of distribution (Producer-Wholesaler-Retailer-Customer) Terms of sale and credit policy(Your warranties, delivery policy, Return Policies; Exchanges) (Credit limits, credit terms, credit cards) Selling methods to be used (Direct selling, Hard Selling, need-based selling) Which market and products are to received priority. Forecast of industry sales (based on factors such as older trends, seasons, economic situation, technological and social factor,etc) (using the past and current...

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good fit with Jaymar Ruby (JR). As the Jaymar customer is already a quality-slack (or separates) customer, encouraging him to purchase other quality separates would be considerably easier. Hence, selling HQS in JR will seemingly be an expansion of the product line since JR already has a head-start in selling ‘separates’. In addition, the aggressive marketing strategies of JR would be put into good use when introducing this new segment of products into the market. However, it is worth noting that the...

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to engage in e-Commerce, a business must look at several factors in order to determine if they are ready and able to do everything needed in order to make it successful. Companies should initially perform a SWOT analysis in order to determine if selling products online would be beneficial to the overall company. They also need to make sure they understand they will be dealing with customers all over the world and are willing to take on the work involved to know all of the legalities involved. Taking...

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a famous person be to be a spokesman. Regularly holding or participating some public activities to improve their brand image. Using the accumulated experience in Europe to build up a good relationship with distributors or investors. Personal selling Innocent can arrange some experienced Salespeople to promote its product. in some particular space, for example, gym, business district in Guangzhou. Regularly participate in some trade fair to promote its product. Price According to the incomes...

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the exact product/service to get maximum profit and for the long life of the company. However, the case states three important questions needed to be answered in order for the founders to reach a desirable figure of $25 million and prevent it from selling. Question1: How could Burt’s Bees establish its presence in such a crowded market? Answer: According to my analysis, Burt’s Bees has achieved a remarkable position in the market with its unusual product. This means that the company can do very...

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inform and persuade customers to purchase a product or service. There are many ways in which to market the product. The marketer must take in account multiple ways of promotion; personal selling, mass selling, and sales promotion. All can be mixed to create the right blend that will target the marketplace. Personal selling involves direct communication between a company and their customer, usually face-to-face. However, direct communication can also be through phone interviews or sales calls, conferences...

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owing to the financial crisis in recent years, they are facing the slowdown of industry growth. (See the table below: output value of compressors in China) 2. Market saturation of selling compressors Since the compressor is a durable product whose average service life is between 10 to 15 years, the amount of selling compressors dramatically decreases after a high demand at first. (See the table below: output sets of compressors in China) 3. Rises of local competitors Generally, majority of domestic...

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Negotiation before closing the final deal and bargain to get the best price and deal that suits the budget of the business. 5. Independent Beauty Consultant can make her customers do the Financing part from their side by letting them pay in advance by selling them packages with lower prices and let them have the freedom to use the service anytime in the future. 6. Independent Beauty Consultant has no Risk or maybe very limited or low risk as they are giving services; and on the other hand regarding...

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a wide appeal. But for high-technology machines or equipment, it is better to choose personal selling methods. Promotional campaigns often take into account the AIDA model: Awareness - raising awareness of a product Interest – exciting interest in the product Desire – creating desire for the product Action – encouraging a purchase Promotion has five distinct elements Advertising Personal selling Public relations Word of mouth Point of sale. There are 2 types of promotion: ABOVE THE LINE...

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problem for auto manufacturers such as GM, Ford, and Chrysler? Their manufacturing processes are not set up to quickly change production models and have been geared toward optimizing the efficiency of the production plant. Still, selling cars isn't the same as selling televisions or toothpaste. For one thing, it takes up to three years for a car company to design and build a new vehicle. Consumer tastes can shift almost overnight as gasoline prices rise or fall, or as one automotive fashion fad...

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essentially created a Dell Community where the user can read through the Dell Forum, Blogs and Twitter. This provides customers the ability to access and contribute solutions, advice, how to documents and discussion topics.   Question 3. Dell’s unique selling point facilitating the customers to be able to select and customise their computer systems. They can change or upgrade components to suit the customer’s needs which is a major advantage over retailers that are offering a stock standard prebuilt computer...

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place for children to be educated while having fun. What is marketing? Marketing is about businesses that produce products or services to focus on satisfying the needs and want of a consumer, For Jaguar it is about the promotion, distribution and selling of a product or service, based on the needs and wants of customers which is quoted on their website presentation. Marketing objectives Marketing objectives is when a business such as Jaguar set a goal to increase productivity and sales and for...

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new computer system for keeping a good database of the company. 3. The company can introduce online selling and modification according to the wish of customers. 4. They have the opportunity to make use of the trained workforce, which has been recently laid off from the nearby production site. 5. The financial hardships through which Cyclermate is going through at present could be resolved by selling the unused stock that is piled up in the warehouse. 6. Utilizing every available marketing resource...

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once on the 28th of November. My contact person was Jeff Henderson the owner of Salty Balls Seafood. Jeff Henderson is a family friend; I have also sold scallops to Jeff in the past. The company was founded in 2011. They specialize in the buying and selling of fish and other ocean products such as scallops. The main service they provided is the shipping and packing of fish. They will ship any amount of fish anywhere in the world they have even shipped and sold Bluefin’s to the Japanese. The also run...

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market segment 2. With only offering the 30-seat capable unit, some customers desiring lower levels of capacity may choose a competitor with a lower price 3. Staff cannot compromise Opportunities 1. Increase revenue tremendously by selling additional capacity to existing customer at the optimal price 2. Attracting new customers because of the upgrade options of the unique server 3. Open opportunities to buy more companies with the extra cashed generated by the QTX Threats ...

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making the company focus on the customers, helps provide a long-term relationship with customers, assists in optimizing resources, and drives innovation. Marketing has become a strategic part of doing business, which is more than being related to selling, but ensuring that products and services are customer-centered (Hayden 2008, from Morgan 1996, p.20). The first benefit of marketing to business is focusing on the customers and satisfying them. Marketing had been normally seen to have the...

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they tend to buy more pre prepared food and meals. 5) Moreover they tend to work longer, and this is also an incentive for pre prepared food. 6) According to CommerceNet and Nielsen Media research, food and drinks along grocery items are the top selling items on the net. 7) Due to the important capital that has to be put in place in order to open an internet website, competition is hesitant whereas to enter or not this market. a. This gives Peapod a considerable advantage over its competition...

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compete with the existing product that is in term of quality and price. Setting the right price points Catching the customers price perceptions could be done in two ways that is low-priced product offering and selling product in small unit rather than large unit. Many FMCG companies, selling products ranging from biscuits to shampoos, have introduced smaller pack sizes to increase category penetration and frequency of usage. The rural market experts may also practice value engineering, lowering the...

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women. Helen’s offers clothing suitable for 50-65 year old women; however these women want to wear more youthful pieces of clothing. After undertaking a SWOT analysis, the following results were obtained: Strengths: • a high end fashion boutique selling good quality products • has a ways of communicating to customers; through surveys • consumers did not complain about business’s quality of products or services Weaknesses: • outdated products • no longer suitable for population living in area ...

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or slogans to catch a customer’s eye (Kotler et al, 2007, pg. 13), as Smiggle currently does with its bright colours and designs. The choice of target markets and brand designs is essential to the marketing process ensuring that campaigns set on selling the product are focused on the right group, using appropriate techniques. For example it could prove more beneficial for Smiggle to advertise over television and social network sites than radio given its predominantly young, teenage to early twenties...

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focusing sales on box stores like; Menards, Home Depot, Lowes, and other lumber yards, we can gain much more market and much higher sales. By selling the Purity II to the box stores, we are gaining market from builders and remodelers. We will be offering a discount to the box stores for buying in bulk. Our sales team will get incentive as well from selling orders to the box stores. Incentive size for the salespeople depends on the quantity sold to the box stores. Retail market sales consist of internet...

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determining how to decrease the amount of excess inventory on hand. Adequate planning and information-gathering are essential to derive results for your business” (Eileen Rojas, UNKNOWN). When I began contemplating starting a home based business selling Avon, my research had pretty much already been done. Being a user of the products for years I knew that the items Avon sold were good products and lots of women used them. Whether I was at home, church or work I found that all the women within my...

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actually just a part of the business plan. Okay, now let's look at core strategy. What exactly do we mean by "core"? It simply refers to our most valuable customers - who we are selling to. It also refers to our most important product - what we are selling. Also refers to our most important channels - how we are selling. Strategy? It's just the art and science of today's business environment i.e. how we differentiate ourselves from others. It refers to us finding our very own space in an over-crowded...

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* Company’s selling price to a different customer * A different company’s selling price of the same product * Selling price of a similar product’s profit margin, applied to the total costs of product * Proportional based on costs * 3 4 Troy Jessie Literature: * Multiple-Deliverable Revenue Arrangements: ASC 605-25 * Vendor-specific objective evidence:  ASC 605-25-30-6A * 30-6A Vendor-specific objective evidence of selling price is limited to...

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In week five we learn about the importance of globalization and how it can help your company’s profits grow. There are many things to look at when selling globally as different cultures need to be looked at differently when making a marketing strategy. If you understand how to market your products to different cultures in different countries you can take advantage of the profits that can be made through globalization. As a marketer you need to be aware of the social norms of what is and is not...

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and received. The trust was missing in the Indian customers. So what Flipkart had to do was to instill trust and faith in their customers. And they did exactly the same, will discuss more on how they did so later in the post. Flipkart began with selling books, since books are easy to procure, target market which reads books is in abundance, books provide more margin, are easy to pack and deliver, do not get damaged in transit and most importantly books are not very expensive, so the amount of money...

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watches. In my opinion, company can diversify its businesses by developing other e-platforms with mentioning that they are powered by Zappos. That means that company could partly avoid risks connected with brand perception and increases sales level by selling more products. 5. The environment of a more cost-conscious consumer can harm the business if it won’t be careful about its costs. The main idea here is to provide at least the same level of quality in service with constant rates. Zappos can lower...

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sales dollars for the three years were “$7,287,043”, “$7,620,696” and “$11,655,277” respectively. While the margin of safety changed from “15%”, “6%” to “-9%” within these years. “Fixed cost”, “Variable cost”, “Contribution margin per unit”, “Selling price” and “Budgeted sales” is all factors caused these changes. From 2003 to 2004, Hallstead Jewelers’ fix cost increased but contribution margin per unit decrease, so the breakeven point had increased in a number of 465. Besides, their sales numbers...

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different brands is to highlight the difference between these three brands. As the matter of fact, customers can base on their needs and find the things really fulfill their requirements. 3. Why is the Quartz shower not selling? Answer: The reasons of Quartz shower not selling listed herein below: First of all, the shower distribution mainly relays on plumbers (Exhibit 4 showcase 27% of consumer selects type and brand of shower without advice from plumber, the rest 73% of consumer are affected...

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solely on the capital required. However, the potential entrants will have to come over the high and superior brand reputations that Best Buy has maintained and established in the past. Best Buy seems to have built the reputation towards selling mid-to high-end product as well as provide excellent and prompt customer services. Therefore, it has been very difficult for the new entrants towards challenging the customer services. Furthermore, it would have been difficult towards undercutting...

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in banking sector should be considered under the service marketing framework. Performed marketing strategy is the case which is determination of the place of financial institutions on customers’ mind. Bank marketing does not only include service selling of the bank but also is the function which gets personality and image for bank on its customers’ mind. On the other hand, financial marketing is the function which relates uncongenitalies, differences and non similar applications between financial...

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Building Customer Loyalty Customer loyalty matters because selling more to existing customer is much easier, and cheaper, than looking for and selling to new customers. On the other hand, it is significant to obtain new customers. Nevertheless, new customer requires more investment to make them loyal. This briefing covers: • Understanding who are T-mobile’s most valuable customers • How to achieve a high standard of T-mobile customer care for all customers • How to turn...

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robust dealer network was a tough challenge. The Direct Model enabled Dell to work directly with the end consumers. They provided high performance, customized PC’s at relatively low prices. At this time, most of Dell’s competitors were primarily selling through distributors or resellers. Although in the late 90’s a few competitors tried to emulate the direct to consumer model, they were unable to capitalize on the channel as effectively as Dell. Dell had two organizational capabilities which enabled...

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expansion can come in various different forms such as: * Giving other choice items—drinks, sweets or ice cream * Non-food items such as cards for all occasions, banners, ribbons, balloons, etc. * Partnership with different companies by selling their products, such as breads, spreads, etc. These would be considered separate product lines or expanding its breadth. All of these particulars will range differently in price. At Comfort Cakes by Rodney customers would have the advantage of “one...

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staff may bring new and different skills and may potentially offer a service to customers. This may help to generate revenue and increase growth. New technology: Business can upgrade to accounting on computers and keeping records on computer. Also selling through the internet, where customers can order product from the comfort of their homes. Evaluation of business performance and staff performance: evaluate the performance of the business every month to ensure the profits and revenue are in tack and...

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forecasted slow growth in the U.S. based on heavy competition. This is often why companies decide to go global. Avon also considered some changing socioeconomic trends that might impact their sales model. More women were working full time and direct selling models did not fit that lifestyle. Avon also recognized that less than 5% of the world’s population lives in the U.S. 3. Discuss socioeconomic and demographic changes that could affect Avon. In addition to the changing role of women...

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service/repair team. With these people coming in and out of the store regularly it was little wonder that the owner only came down from the Wenatchee store once a year to survey what is being done and give the two members of the store a pep talk to get them selling more spas, patio furniture, stoves, and lawn ornaments. This plus a commission on all big ticket items helped to keep the team motivated to make customers happy and move inventory. For the manufacturing process Papa Johns Pizza Delivery was...

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education of the customer with regard to the advantages of coated bubbles and creation of products that were cost-effective substitutes for the low quality alternatives in the protective packaging market. Also part of its philosophy was a “consultative selling approach” through which salespeople spent most of their time making cost-effective research on the products at end-user locations. This not only created brand awareness, educated customers about the advantages of the coated bubble packaging...

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Porter’s Five Forces This model focuses on the study of the competitive influences or ‘forces’ on a business. When we discuss competitive factors on a firm, we usually consider other firms within the same industry selling similar products. [1] and although it is true that other firms in the same industry present competition, Porter challenged this over simplified view by considering other forces that will also affect the firms competitive ability . The diagram below highlights the 5 main...

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to have a large product knowledge so they can answer pretty much any question a customer may have which will help the customer think wow they know what they are talking about here, will make the customers feel more comfortable which will help the selling process, for example in PC world, you may buy a computer and asks questions about it before actually committing to buying it. As previously mentioned the stores layout is important as it creats an ambiance when needed so in a store it is less important...

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Initiation: Once the products are beta-tested and have few potential customers. Should hire three to four salespeople to learn how customers will use the product and to support other parts of the company in refining the offering as well as marketing and selling strategies. Look for salespeople who: Communicate well with teams from other functions, Tolerate ambiguity, Have a deep interest in product technology, Can bring customers together with various functional teams in your firm, Can develop their own...

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Benefits and Drivers Paper MGT/445 Organizational Negotiations March 24, 2013 Kudler Fine Foods is a food company that specializes in selling fresh grocery products with simple ingredients used to make gourmet meals. Nearly everything a customer could want would be found within Kudler Fine Foods. Currently Kudler Fine Foods operates from three locations each offering the same service. The company is a privately held, but seeks to offer stock publicly to increase...

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to some of the titles). An employee can hold only one position at any one time. No employee—other than the two managers—should have access to the employee information. The manager also likes to track how many books and which books each employee is selling. The bookstore currently maintains information about customers. For each customer, the information includes the customer’s first name, last name, telephone number, mailing address, books that the customer has purchased, and when the purchase was...

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Interpretation: This frequency distribution demonstrates that overall more than 50% of the customers, promotional and regular customers combined spent on an average less than $100. Therefore this might lead Pelican to think about marketing or selling more products in that range compared to products above the $100. In this analysis quantity is not considered, which is provided separately. Table C: Quantity of items Range of Quantity Frequency (Or Percentage) Promotional...

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competitive advantage over its competitors. However, SFA is not advantageous for all companies. The most primary function of SFA is that it ties together sales functions such as expense reports, sales call scheduling, territory management, team selling material, sales tracking, and so forth (). This can be useful to sales managers in planning by setting targets and objectives for individual sales people. The information provided by SFA can also be used to generate an understanding of the external...

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customers of Upbeat. Competition According to the proprietors, there is no competitor for Upbeat. Even when it was started way back in 1999, there was no competition for the store as there were no stores selling western wear in the city. Today, though there are a lot of other unbranded apparel shops selling western wear in the same location, it enjoys a distinct advantage as the first mover in the market. The proprietors also take pains to see that they do not shelf products that are available in other...

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Sales Management and Personal Selling Curled Metal Inc (CMI) Dear Sanwal, To address your immediate need from Kendrick Foundation Company (‘KFC’) for a price quote on Curl Metal Cushion Pads (Cushion pads or ‘CMCP’), it would be beneficial to establish a proper pricing strategy. It may also be beneficial to not only consider the short term, but also the potential long term pricing strategy for future consumers as well. To estimate the value price or price premium, it is advisable to keep in...

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