(308A) SALES MANAGEMENT & PERSONAL SELLING OBJECTIVES: 1. To provide an understanding of the concepts‚ attitudes‚ techniques and approaches required for effective decision making in the areas of Sales. 2. To pay special emphasis on the practising manager’s problems and dilemmas. 3. To develop skills critical for generating‚ evaluating and selecting sales approaches. 1. Introduction to Sales Management: Concept‚ Nature‚ Role of Sales Management in Marketing‚ Salesmanship‚ Specific Characteristics
Premium Sales Marketing
is a wide variety of methods‚ but the program content often limits those that are appropriate. If‚ for example‚ the content is a new policy on vacations and holidays‚ the training method almost certainly will be the Lesson‚ supplemented‚ perhaps‚ with visual aids. In this instance‚ such methods as role playing and the demonstration would be ruled out. It is important to select those training methods that most effectively convey the desired content. Of the ten training methods discussed below‚ five
Premium Sales Training Skill
Determine the year-to-year percentage annual growth in total net sales Year Sales Growth 2000 $11‚062 2001 $11‚933 (11933-11062)*100/11062 = 7.87% 2002 $9‚181 (9181-11933)*100/11933 = -23.06% 2003 $6‚141 = -33.11% 2004 $8‚334 = 35.71% - Based only on your answer to question #1‚ do you think the company will hit its sales goal of +10% annual revenue growth in 2005? Determine you target
Premium Revenue
Percent-of-Sales Method The percent-of-sales method is a technique for forecasting financial data. When forecasting financial data for strategic planning‚ budgeting‚ or for developing pro forma financial statements‚ analysts can use the percent-of-sales method of forecasting to create reasonable projections for certain key data. The idea is to see how a financial statement account item relates historically to sales figures‚ and then to use that relationship to project the value of those financial
Premium Balance sheet Income statement Financial statements
Executive Summary 2 2. Introduction to HUL 3 3. History of HUL 6 4. Corporate Governance in HUL 16 5. Corporate Social Responsibility 18 6. Company Structure 17 7. Brands for Life 21 8. Market Analysis 44 9. Performance Analysis 47 10. SWOT Analysis 50 11. Recommendations 55 12. Project Shakti 59 13. Conclusion 60 Page 2 14. Bibliography 61 EXECUTIVE SUMMARY Hindustan Unilever Limited is the Indian arm of the Anglo-Dutch company ±Unilever. Both Unilever and HUL have established themselves well
Premium Unilever
project is to get the full knowledge of the products of the HUL and what are they doing to get the customer loyalty‚ to maintain there market. This is also to find the preferences of customer and there market knowledge and product information‚ information about the presence of the rivals of HUL and all the other options they have in the market. What are the techniques they adopt to know about the preferences and changing needs of the customer? HUL are also looking to tap the market in rural sector‚ so
Premium Fast moving consumer goods Unilever Marketing
the economy has resulted into substantial increase in the purchasing power of the rural communities. On account of green revolution‚ the rural areas are consuming a large quantity of industrial and urban manufactured products. In this context‚ a special marketing strategy‚ namely‚ rural marketing has emerged. This paper is an attempt to find out the various initiatives taken by HUL to reach the rural consumer. Hindustan Unilever is the pioneer and largest player in India’s FMCG market. HUL was the first
Premium Unilever Rural Rural economics
portfolio‚ you also come to know which businesses need investments‚ which needs harvesting (making money)‚ which needs divesting (reducing investment) and which needs to be completely taken out of the business portfolio. For a major organization like HUL‚ ITC etc which have multiple categories and within the categories‚ they have multiple lines of products; the BCG analysis becomes very important. At a holistic level‚ they get to make a decision on which product to continue and which product to be divested
Premium Investment Marketing Strategic management
sold off. Question marks (also known as problem child) are growing rapidly and thus consume large amounts of cash‚ but because they have low market shares they do not generate much cash. The result is a large net cash consumption. A question mark has the potential to gain market share and become a star‚ and eventually a cash cow when the market growth slows. If the question mark does not succeed in becoming the market leader‚ then after perhaps years of cash consumption it will degenerate into
Premium Strategic management Unilever
is almost 100%. As far as penetration of shampoo in the rural areas is concerned it has risen by almost 18% in the current scenario. the shampoo market in India is valued at Rs 4.5 bn with the penetration level at 13% only. The market is expected to increase due to lower duties and aggressive marketing by players Shampoo is also available in a sachet‚ which is affordable and makes upto 40% of the total shampoo sale. The Indian shampoo market is characterised by a twin-benefit platform: cosmetic
Premium Hair care Unilever Procter & Gamble