1964 words - 8 pages
Q1. Suggest the most effective route to market/ Channels for sales of:
As World School is leading player in pre-primary and ERP/learning management solutions for Schools and Colleges in Maharashtra. They have 200 pre-schools in tier-2 and tier-3 cities of Maharashtra. They were established in 2007 and have grown since then through the franchising channel for preschool business and direct sales channel for the ERP/learning management business. The decision to enter the smaller cities was deliberate and has helped the company evolve over the last 5 years. Having seen success, the management has now decided to enter into the metro/cities of Mumbai, Delhi, Bangalore and
604 words - 3 pages
Forms from export department to global key account management, application in B2C- vs. B2B-markets
Table of Content
1. Sale management in the 21st century
2. Selling in B2C vs. B2B markets
3. Sales Organization
• Vertical Structure
• Line Organization
• Line and Staff Organization
• Horizontal Structure
• Geographic Organization
• Product Organization
• Organization by Customer type or market
4. Organizing to serve global key accounts
Sale management in the 21st century
• customer’s perspective, expectations and needs are changing
• salespeople are expected to be connected and available
555 words - 3 pages
1. In which career stage would you place each of the three salespeople?
Career stages got 4 stages, which are exploration, establishment, maintenance and disengagement.
Exploration: sales person is most concerned with finding the right occupational field. He is thinking if he chooses the right career or not. He aspires to be accepted as a productive member in his company, he is concerned with learning the skills required to do the job well. He wants to establish a good initial self-concept. He need support from his manager, acceptance from his peers and seeks for challenging position. Some sales people dropout or terminate in this stage.
Establishment: Sales person commits to the
642 words - 3 pages
Sales and ethics – an oxymoron?
By Tony Cross, UPSA Chairperson
Tony suggests sales and ethics are compatible. Even if we sometimes don’t think so. Driving sales & revenue targets and remaining ethical in the process is difficult. But essential for sustainability. UPSA has a strong view on ethics and has released the UPSA Buyer's Bill of Rights designed to give buyers a level of confidence in the approach, attitude, consistency and ethics of the selling organisations. Anyone who has picked up the business or financial section of their daily newspaper over the past year has read story after story about unethical behaviour by South African companies. The media’s ongoing coverage of
1166 words - 5 pages
SALES ORDER PROCESS
The sales order process was documented to allow for the smooth flow of sales orders through to invoices and deliveries. It is meant to act as a guide for employees when executing this system. The goal is to set standards and alleviate or minimise errors. This is intended to give additional confidence to everyone involved in this process and to enhance the customer experience in every transaction with the company.
The Sales Manager would be closest to this process. To achieve the desired goals and objectives, he should strive to accomplish sales targets with the least amount of cost, time and resources involved. Having a documented system will raise efficiency
636 words - 3 pages
The used of manual processes in business has decline since the rise of computerized and automated systems. And in fact, nowadays, the use of computer-based business system has become prevalent all throughout the developed and developing countries around the world due to the increased productivity and efficiency of data processing. In the case of Montejo Newspaper Supply and Magazine Distribution they are currently using the manual sales and inventory system wherein computing for these are done manually. But in dealing with these transactions, accuracy, reliability and speed of human skills in performing these transactions are limited because clerical errors are often
2311 words - 10 pages
Semester 1, 2014
Due: 5pm, Wednesday, Week 11
Sales Tracking and Customer Relations Analyses
To analyse a set of data (in Microsoft Excel), and write a brief report (in Microsoft Word), identifying and explaining your insights into the operation of “Ballarat Trade Fair Consultancy”.
In the process of this assessment task you will:
* plan, schedule and execute project tasks with a view to improving your personal productivity;
* gain awareness of some typical issues related to the operation of a small-to-medium size business;
* use the functionality of Microsoft Excel 2007/2010 to manipulate data, analyse it and visualise it in tabular
861 words - 4 pages
Tourism sector in Amsterdam continues
Amsterdam continues to attract tourists despite the economic crisis. Between
January and Oktober 2013 the number of nights spent in hotels in the Dutch
capital rose by 7% compared to 2012. The growth largely came from domestic
arrivals, and is higher than the national figure (2%). In 2012 Amsterdam saw 10.6
million bed nights. The number of bed nights in 2013 is expected to be more
than 11 million.
The milestone of 10 million nights spent in hotels was officially passed in 2012: 5.7
million hotel guests spent an average of 1.85 nights in Amsterdam. This resulted in
10.6 million bed nights, according to the figures from
1510 words - 7 pages
Toyota’s Quest to Regain its Reputation, Market Share and Sales
After enjoying a top ten ranking on Ward’s Automotive list for most of 2009, Toyota Motor Corporation suffered a severe blow to its image of quality, safety and reliability. Toyota, the world’s largest automaker, has recalled 8.5 million vehicles worldwide as a result of runaway vehicles caused by defective gas pedals, faulty floor mats and braking software glitches. The company is desperately trying to salvage its reputation and regain market share and sales. Some considered this to be the biggest crisis in the auto industry since the bankruptcies of GM and Chrysler while others thought that Toyota would not be able
2828 words - 12 pages
Technology to advance sales for Nutz n Boltz Hardware Corporation
Managerial Applications of Information Technology 535
Keller Graduate School of Management
August 1, 2013
Professor Jorge Echavarria
Technology to advance sales for Nutz n Boltz Hardware Corporation
This paper will address the role of information systems in a new startup hardware store, Nutz n Boltz Corporation. The company intends to utilize its ability to use information technology and ability to implement corporate strategies and achieve its corporate goals as well.
The company has decided to invest heavily in information systems to achieve several strategic objectives
492 words - 2 pages
LAW 104 - ASSIGNMENT
Answer 1: According to the fact that the material give us, as far as I am concerned, Maria Cellucci most likely to be dependent contractor, it is because she can meet some requirements that independent contractor should have. And also, she has a stable a long-standing relationship with her employer as she has been working for the company for over 10 years. These factors means she can be a independent contractor. There are several reasons that show that she is a dependent contractor
First,Maria owned a specific work schedule that the company give and she can use the company’s equipment and supplies.And Maria had a business card with the name of the company, including
713 words - 3 pages
CRITICAL ANALYSIS ON POETRY
A POISON TREE
BRIEF BACKGROUND OF THE AUTHOR
Born November 28, 1757
– London, England
Died August 12, 1827
- London, England
– Began his artistic career at 10 years old when his father sent him to the best
drawing school in England
– Apprenticed to an engraver at 14
– Always worked as an engraver and professional artist
– Was very poor, especially later in life
– Always felt rich in spirit
A Poison Tree
BY WILLIAM BLAKE
I was angry with my friend;
I told my wrath, my wrath did end.
I was angry with my foe:
I told it not, my wrath did grow.
And I watered
987 words - 4 pages
Chapter Four: Breakout Question 1 Page 134
As a manager, it is hard to motivate people, but one can affect and inspire motivation. Sales persons are highly motivated by money. However, when money is not effective, a manager can focus on creating conditions in which the sales persons will be motivated. The manager can use strong motivators like recognition, which should be done when one achieves something. In addition, a well designed compensation plan will motivate the sales people to work hard because they are assured of their job security. Therefore, when money is not effective, a manager should ensure that sales people are motivated by being provided with good working
864 words - 4 pages
Prof. Mark Stollar
In my opinion Joe should have gotten a better sales training prior to the sales pitch. The sales manager should not have acted in the manner that he did, during the sales meeting as it shows a lack of professionalism. Joe certainly needs to gain more knowledge about the Genie Model 465, and the manager needs to be clear about the sales plan before a sales meeting, and not after the meeting, as now they have lost a key business prospect.
The sales manager twitching and squirming in his seat during the sales meeting was definitely not a proficient behavior and I would suggest that he should act in a more professional
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In this case analysis, the main purpose is to explain that why the result based on budgeted sales data is different from the result based on the actual sales data. In order to make the explanation, I will provide the brief background in the introduction and critical issue sectors. Moreover, the quantitative and qualitative analysis will be delivered. In the quantitative analysis, I will explain the contribution-format income statement and breakeven point in sales dollars based on actual sales data in detail. Finally, I will also list few recommendations that allows the reader to select the best one fit for the Smithen Company.
In order to generate
302 words - 2 pages
UKAF 1073 BUSINESS ACCOUNTING 2 – LECTURE 8 Page 1 of 2
DEFINITION OF RATIOS (TO BE USED FOR GROUP ASSIGNMENT AND FINAL EXAMINATION)
|CATEGORY |TYPES |DEFINITION |
|PROFITABILITY |Gross profit margin |Gross profit x 100% |
|(expressed in %) | |Sales
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only predict you will sell X amount of products at Y cost. The contribution income statement format helps in this process. In the traditional format, sales less cost of goods sold is gross margin. However, with this new format, sales less variable expenses is the contribution margin. The contribution margin is first used to cover fixed expenses and any remaining amount would become net operating income.
Above is a C-V-P graph. This is a graphical depiction of how sales revenue, total expenses (variable expenses + fixed expenses) and fixed expenses relate over a range of sales volume. The more speakers sold the more revenue the greater the total expenses, but notice fixed expenses
888 words - 4 pages
Literature Review on Point Of Sales
The point of sale system is also known by POS or point of service. The point of sale is a (point in which the products are provided to a customer. And customer make payment of these products) process when products are provided to a customer, and payment of these products is received. Although the point of sale system is vary in different situation, but the final outcome of the system remain the same. (Malcolm Tatum, 2010)
Point of sale (POS) is a type of software that a store uses to calculate their sales record and operate the cash drawer; it’s a computerized cash drawer. POS system calculates the prices of products and also calculates
378 words - 2 pages
To: Michael Dore
Date: February 18th, 2013
1. Overall, sales and profit for the company increased every year during this 5-year period. However, the return on sales decreased every year during this 5-year period. This means although the company had an increase in both sales and profit, it actually didn’t do business very well. Especially product A and E (relatively higher profit margin compare to product B and C) have a significant decrease in later years; I think this is the primary reason of decline of the company’s return on sales.
2. Since 2011(the year of issuing product D), product A and E has a decrease in sales of 16 million and 64 million
389 words - 2 pages
Top of Form
These are the automatically computed results of your exam. Grades for essay questions, and comments from your instructor, are in the "Details" section below. | Date Taken: | 10/14/2013 |
Time Spent: | 03 min , 40 secs |
Points Received: | 18 / 30 (60%) |
Question Type: | # Of Questions: | # Correct: |
Multiple Choice | 5 | 3 |
Grade Details - All Questions |
1. | Question : | You work for Athens Inc. and you must estimate the Year 1 operating cash flow for a project with the following data. What is the Year 1 operating cash flow? Sales revenues: $15,000
274 words - 2 pages
based on customer needs and desires. | 10% | 10% | Persuade customers to purchase certain things based on their needs and desires. | 7 |
Sales and Marketing | 4. Compute sales prices, total purchases and receive and process cash or credit payment. | 20% | 35% | Knowledge of mathematics and when to use it. | 9 |
| 5. Answer questions regarding the store and its merchandise. | 10% | 10% | Ability to listen and to understand questions that may be asked by customers, and active listening skills | 7 |
| 6. Prepare sales slips or sales contracts. | 10% | 3% | Obtaining information and know how to use POS software | 8 |
| 7. Maintain knowledge of current sales and promotions
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Equity Multiplier = TA/TE
Times interest earned = EBIT / Interest
BEP = EBIT / Total assets
Inventory Turnover = Sales/Inventory
Days Sales in Inventory = 365 / Inventory Turnover
Receivables Turnover = Sales/ Receivables
Days Sales Outstanding (DSO) = Receivables / (Sales/365)
Days’ Payables Outstanding (DPO) = Payables/ (Sales/365)
Cash Conversion Cycle (CCC) => you have to remember!
Total Asset Turnover = Sales/TA
Profit Margin = NI/Sales
Return on Assets=> you have to remember!
Return on Equity => you have to remember!
ROE = PM * TA TO * EM = ROA*EM
External Financing Needed (EFN) = (A*/S0)ΔS – (L*/S0) ΔS – PM(S1)(RR)
Present Value of one CF => you have to remember
1682 words - 7 pages
Training and Retention
Mary F. Chapman
University of Maryland University College
I work in the new homebuilding industry - an industry that has a fair bit of turnover amongst its’ sales teams. While sales representatives typically remain in home sales for their professional careers, they often switch between builders, and even out of the industry to general brokerage at some point in their career. As a 10+ year seasoned sales representative, I have seen far too many quality representatives leave my company to start over with another builder, or other industries altogether. It truly is a shame, as many of these representatives would have generated an
907 words - 4 pages
Sale promotion Techniques
By one get one free, receive a free gift bag with this purchase, free samples to try, Voucher and coupons for extra discount, Prize draws or zero percent financing have you ever herd these words or read them in a news paper magazine or internet or maybe even seen it on TV or your local mall or even a bus ride to work or home, these are all examples of sales promotion. According to Dave Dolak (2010), Sales promotions are short-term incentives to encourage the purchase or sale of a product or service. But first sales promotion could be directed towards Trade or consumers and some times both trade is the retail store or the sales men and maybe the whole sale
1514 words - 7 pages
Career Development Plan Part II- Development of a Training and Mentoring Progr
March 14, 2011
Career Development Plan Part II- Development of a Training and Mentoring Program
With the recent merger of InterClean and EnviroTech, IntrClean has taken a giant step in achieving domestic market dominance in the sanitation industry. With the newly selected sales team in place, it is imperative that InterClean provide its team with the proper training and mentoring program in order to achieve our goal of being the industry’s leader in high quality products and services. The heart of an organization is its employees and its members (Wetland, p.01). With this concept
3195 words - 13 pages
Variable pay and its effect on Sales Team Motivation
It is widely accepted that Sales People are motivated by having some element of their remuneration linked to their actual sales performance. What is not clear is what the level of guaranteed pay (Fixed) should be and what level of variable Pay (commission) should be? This question essentially asks to what level the company wishes to share the reward of high sales performance while mitigating and sharing the risk of poor sales performance with the sales people. I will seek to understand the impact on sales
2249 words - 9 pages
Some of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that they contribute to the company. Even with redundant reminders from
522 words - 3 pages
was introduced in the third quarter of fiscal 2005. These spas for children offer hair and nail care, make-up application, massage services, and even etiquette classes.
L&L has the following information that needs to be analyzed to determine the appropriate income statement presentation.
1. Net Sales
L&L had net sales of $74.5 million in fiscal 2005 and $86.5 million in fiscal 2006; an increase of $12 million, or 16.1 percent. The increase in net sales was driven, in part, by an increase in revenue from services provided by Sassy Spa, which increased from $3.9 million in fiscal 2005 to $11.2 million in fiscal 2006. The remaining increase in total net sales of $4.7 million was because of
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The Human Resources Manager,
P.O. BOX 44202 -00100,
Dear Hiring Manager,
RE: APPLICATION FOR THE POSITION OF A SALES REPRESENTATIVE.
Chemical and Process Engineering course is a field of study that has equipped me with a variety of theoretical knowledge and skills necessary for me to work as an effective sales representative. Through my course work I have gathered adequate knowledge on petroleum related products. How to produce, store, transport and market the products and ensure that safety is observed in every step of the operation.
Kenol Kobil has continuously and consistently given Kenyan oil market good and quality service through
338 words - 2 pages
The Healthy Spring Water company sells bottled water for offices and homes. The price of the water is $20 per 10 gallon bottle and the company currently sells 2000 bottles per day. Following is the company's income and costs on a daily basis.
Sales revenue $40,000
Incremental Variable cost $16,000
Nonincremental Fixed cost $20,000
[Note: you can assume that variable costs are constant so that the average of them is also the variable cost relevant for a change in sales.]
The company is enjoying stable demand with its current pricing, but management is looking for ways to increase profitability. One suggestion is that the company reposition its
383 words - 2 pages
development platform : Android , linux , T-Mobile
What advantages does the SFA application have for salespeople? If you were a salesperson, how would you use it?
Sales automation systems create competitive advantage as the accurate sales forecasting feature enables evaluating competition trends followed by defining effective business strategies.
2.Helps the sales managers to monitor and control their sales team and track potential leads. The real time nature helps them to assess team/s and overall productivity.
3.The increase in productivity further creates a competitive advantage by reducing costs, increasing sales revenue and market share.
4.The entire sales team can benefit
438 words - 2 pages
DAYS SALES OF INVENTORY-gives investors an idea of how long it takes a company to turn its inventory (including goods that are work in progress, if applicable) into sales. Generally, the lower (shorter) the DSI the better, but it is important to note that the average DSI varies from one industry to another.
-is a way to measure the average amount of time that it takes for a company to convert its inventory into sales. A relatively small number of days' sales in inventory indicates that a company is more efficient at selling off its inventory, while a large number indicates that a company may have invested too much in inventory, and may even have obsolete inventory on hand. However, a
647 words - 3 pages
Firstly, the locations of the two segments identified by General Mills are different. Impulse locations mainly located in cafeterias on college campuses and military bases. Another segment is focusing on the yogurt shops and restaurants.
The sales of both segments are different due to the locations. Sales revenue of impulse locations is much more than yogurt shops. Thus, General Mills sent more Colombo frozen yogurts to the impulse locations. Although the expenses of impulse locations are high, General Mills still can make more profit from this segment as the sales revenue is higher.
According to General Mill’s logic, yogurt shops and restaurants
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- focused on top-line sales growth
- impressing managers to drive sales
- little competition, huge margins
- major competitors
- need a fresh management approach to do things better
- new divisionalized organization structure (can help to eliminate certain markets or products that are not producing results)
o not working very well → finger pointing between managers of new divisions and managers of corporate departments
- lightweight portable chair that could be stored in a bag and carried anywhere
- extensive line of folding chairs (various size, model)
- sales products to major retail chains (wal mart, kmart, target)
- relocated core manufacturing
507 words - 3 pages
OuterBay is a company that has developed a strong brand name in the Information Technology industry by offering robust platforms and high quality services. The basic purpose of the company is to provide the customers with one stop solution for all the data and other integral information.
In spite of being a competitive and successful company, however, the sales decreased and the company has been unable to recruit talented and qualified individuals. Therefore, in order to overcome this issue, the company is considering improving the training process at the company, where the management is considering hiring experienced individuals. Along with this, the company is also
1224 words - 5 pages
Hard to Buy on Sundays
October 9, 2012
Final Paper 2
Prohibition ended in 1933, yet seventy-nine years later consumers in Indiana are still affected by its continuing impact. Indiana is one of just three states that do not allow Sunday carry out sales of beer, wine, and liquor. Illinois, Ohio, Michigan, and Kentucky are all benefiting of this law. The tax revenue generated to the states surrounding Indiana should be going to the state of Indiana. The ban of the sale of carry out alcohol on Sunday’s should be lifted in Indiana because, the year is 2012 and religious views should not be dictating consumers lives, thousands of dollars of tax
915 words - 4 pages
Sales & Distribution Management
Assignment – I
Last Date of Submission: 15th October 2014
Maximum Marks: 100
Assignment Code: 2014MM02B1
Attempt all the questions. All questions are compulsory and carry equal marks.
Explain the functions of a sales manager in any sales organization?
Explain the relative advantages of a line sales organization and line and staff Sales organization?
What are the statistical methods of sales forecasting?
What is the importance of sales quotas and what are its different types?
Mr. Dillip Gangadharan is the vice-president (sales) of MRF Tyre Company, who is negotiating with Mr
1000 words - 4 pages
INDIAN INSTITUTE OF MANAGEMENT KOZHIKODE- KOCHI CAMPUS, INFOPARK, KAKKANAD, KOCHI- 30
Descriptive Statistics Analysis Study
Rakesh Krishnan S, EPGPKC02-WEB076
Analysis on ITC Sun feast sales figures:
ITC made a foray into the biscuits market by launching the Sunfeast range of biscuits in 2003. Since then, Sunfeast biscuits have always stood for quality and are known for offering innovative and wholesome biscuits. Within a span of 11 years, Sunfeast has well-established presence in almost all categories of biscuits. The data provided for analysis is the sales figures of Sunfeast biscuits in Kerala region as a whole, for a span of 3 years. The analysis has been done
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increase our income in the short term, but it may alienate a lot of our customers who simply cannot afford it any longer and this in turn would affect our long term income as a lower volume of sales would happen as the years go by. Lowering the price may possibly lower the profit margin but more farmers will be attracted to our product and this could potentially lead to more sales in the future.
The price drop would initially affect the company profitability but it may increase in the future with the cheaper prices.
Price | -------------------------------------------------
408 words - 2 pages
making certain all attendees are in the meeting at the correct time is important. Additionally, if the secretary was to take notes and summarize the findings of the meeting and publish the meeting notes on a timely basis would be interesting. A secretary is traditionally a gatekeeper and first line of filtering calls from outside the organization to the manager.
Enriching the salesperson position. As a salesperson is responsible for generating sales one way to enrich the person is to implement a compensation structure that rewards the salesperson based upon his achievements. Open-ended self-financing sales incentive schemes will motivate salespersons, especially those seeking money
364 words - 2 pages
The objective of this marketing research study is to investigate whether the displays of Neolux Corporation are as effective as they claim. This study will determine whether or not the displays are capable of increasing sales. This study will also determine if the displays are appealing for retailers as well as consumers. This study will show conclusive evidence of the displays sales capability. The study will show conclusive evidence of appeal to retailers.
* Market Research steps
Marketing Research Steps:
1. Establish the need for marketing research:
* Determine whether or not the displays are capable of increasing sales.
* Determine if the displays
510 words - 3 pages
CheckPoint: Subsidiary and Special Ledgers Journals
The four different special journals consist of the Sales Journal, Cash Receipt Journal, Purchases Journal, and the Cash Payments Journal. Each of the Journals is a very important part in the final outcome.
The Sales Journal is chronological entries of all goods sold as well as services provided; which ever the case may be. Keep in mind that the cash sale entries are not entered here. The advantage of using the Sales Journal is that this Journal reflects the history of all sales made by the company; providing dates and customer information for payment. The company would use the Sales Journal when
2071 words - 9 pages
Case Study 1: Specialty Toys |
Group 10 |
Amy GarlitzAlison MalzahnRudy RodelasAngad SinghAbigail Webber |
The data of the sales of the Weather Teddy presented in the Specialty Toys case has a normal probability distribution. The company has a 95% probability of demand for the Weather Teddy being between 10,000 and 30,000 units. Therefore, 95% of the data is within two standard deviations of the mean. The standard deviation is 5,000, or the data deviates from the mean by 5,000 units. The graph below presents this probability distribution for the sales demand of the new product based on the sales forecast.
The managers of Specialty Toys had identified
509 words - 3 pages
Sales started to decrease since September 1995, finishing by March 1996 a 10.3% under the budget (Exhibit 1). The gross profit margin was also decreasing. This decreased in the gross profit comes mainly because sales decrease and there are some fix cost within the COGS that didn't decrease in line with sales.
From another hand, Sure Cut didn't decreased the production of shears when their sales were decreasing (Exhibit 2), therefore they started building inventory, decreasing their cash flow from operations, increasing their working capital. Also, the accounts receivables didn't decreased in line with sales, in the contrary in December and January they were bigger than forecasted (Exhibit