Kenneth Neish ACTG 440 Case 2 – Application Controls a) A sales person should not be able to change the selling price of products without management authorization. Each time a product’s price is reduced beyond its sales price the manager should have to physically come up to the register and authorize the transaction. If the company implemented this segregation of duties control the salesperson could not get away with reducing the price of products to increase gross sales. b) A manager or
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ASSIGNMENT TOPIC Select one company in your country or region that has a sales force. The company and/or the sales force can be real or a composite of several situations that you have heard or read about‚ or experienced. Apply principles that you have learnt in this subject to that company’s sales function to judge its effectiveness about: - How well it fits into marketing and other parts of an organization; intelligence gathering is included within this function. - How well it knows
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Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives 1. Sales Volume 2. Contribution to profits 3. Continuous Growth The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner
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Genesis: SALES ORIENTATION STAGE OF MARKETING Selling: It refers to an art of persuasion by means of preaching attributes of the products / service so that need can be created among prospective customers and purchase can be made by them. Sales Management: Sales management originally referred exclusively to the Direction of sales force personnel who undertake the responsibility of selling. According to AMA: “Sales management refers to the planning‚ direction‚ and control of personal selling including
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Sales Promotion Techniq Axia College of University of Phoenix Sales Promotion Techniques Sales promotion describes promotional methods using special short-term techniques to persuade members of a target market to respond or undertake certain activity. As a reward‚ marketers offer something of value to those responding generally in the form of lower cost of ownership for a purchased product (e.g.‚ lower purchase price‚ money back) or the inclusion of additional value-added material
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Article Title: Improving the Sales Force Author: Cranfield University‚ SilentEdge Url & Date Retrieved: http://silentedge.co.uk/wp-content/uploads/2011/01/cranfield-report-18.01.2011.pdf 3/14/13 Main Idea This article analyzes the data from several sales people in three different areas new business sales‚ telesales‚ and account management. With the data it puts together 8 profiles that each sales person can fit into. Ranging from least effective to most those 8 types are socializer‚ dealmaker
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1. Advertising 2. Personal Selling 3. Sales Promotion‚ and 4. Publicity 1. Advertising is the dissemination of information by non-personal means through paid media where the source is the sponsoring organization. 2. Personal selling is the dissemination of information by non-personal methods‚ like face-to-face‚ contacts between audience and employees of the sponsoring organization. The source of information is the sponsoring organization. 3. Sales promotion is the dissemination of information
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Forecasting Monthly Sales Case Study Review Embry-Riddle Aeronautical University Quantitative Analysis for Management Group One Background For years The Glass Slipper restaurant has operated in a resort community near a popular ski area of New Mexico. The restaurant is busiest during the first 3 months of the year‚ when the ski slopes are crowded and tourists flock to the area. When James and Deena Weltee built The Glass Slipper‚ they had
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Whom should Longman choose for area sales manager and why? Mr. Lester Longman should choose Steven Bellach. I think the key point of choosing Mr. Bellach or Ms. Bell for a senior area sales manager is which person is a proper sales manager who not only keeps the sales growth‚ but also has strong talent to motivate sales representatives. There is already an action by Mr. Longman that we cannot ignore; he already spent a lot of his time and expense choosing sales representatives in each area. If the
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1.3 Analyse the role of sales team within marketing strategy of an organization of your choice: Sales team of an organization play a significant role within marketing strategy of this company. A salesperson’s primary objective is to sell‚ though there are many skills involved and their duties can be quite diverse depending on things like the size of outlet they are involved with. Researchers show that across a range of industries‚ there is a direct and consistent correlation between the caliber
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