Essays on Sales Management

Q. 1: The article discusses the role of a sales manager in the relationship selling process. This is achieving by exploring the five critical components that entail management of the relationship selling process. The performance of a salesperson is examined in the article based on the perspective of the manager and the salesperson. Role perceptions and motivation are termed as the key elements in management of salespersons in an organization. The recruitment and selection of a sales force in an organization is investigated in one section of the article where the objectives of sales training and various training techniques ...

Section 1 Company Name/Location

The name of my company is Star Rose Fashions and Designs and its location is New York City. Section 2 Job Vacancy Identification and Subsequent Text Acquisition Position Available: Sales Representative Education level necessary: Bachelors Degree Position Type: Full-Time Regular Experience Required: 2 Years Position Description Our organization is currently seeking a Sales Representative to arrange for oversea sales and coordinate sales team at our world headquarters in New York.

Position Summary

A Sales Representative will head the sales department, present practical knowledge to the sales team. A Sales Representative will be responsible for the formulation of strategies. The role of ...

Sales Management MKT-566-MBOL1

iFetch Sales Management Plan

Company’s background

iFetch is a family startup company, launched in Austin, Canada in 2013. The firm’s motto, mentioned on the web site states “IT’S PLAYTIME”, which perfectly corresponds to the main product it creates: a play tool for dogs, which automatically throws fetch, and a set of extra balls to be played. Except for the fun for home pets, the firm delivers a bunch of free hours for the dog owners. The firm was launched as an online store, which is why it is named as iFetch (goifetch.ca/). Clearly, that it is oriented on the ...

“Performance management systems, which typically include performance appraisal and employee development, are the “Achilles’ heel” of human resources management. They suffer flaws in many organizations, with employees and managers regularly bemoaning their ineffectiveness” (Pulakos, 2004). Performance management involves planning, and employee input to determine methods and techniques to improve the performance of employees and align these improvements with organizational goals. In this paper, the internal and external job roles and responsibilities of retail sales associates will be highlighted, an organizational modification plan that can be used to encourage specified behaviors in the retail sales associate capacity, methods for measuring ...

iFetch Sales Management Plan

Company’s background

iFetch is a family startup company, launched in Austin, Canada in 2013. The firm’s motto, mentioned on the web site states “IT’S PLAYTIME”, which perfectly corresponds to the main product it creates: a play tool for dogs, which automatically throws fetch, and a set of extra balls to be played. Except of the fun for home pets, the firm delivers a bunch of free hours for the dog owners. The firm was launched as an online store, which is why it is named as iFetch (goifetch.ca/). Clearly, that it is oriented on the ...

Introduction

In the contemporary world, the internet has changed the business environment. Moreover, the firms are compelled to remain productive and ascertain their survival. The internet is a kind of international; information infrastructure of computer hardware and software that are identified as both open and general. The terminology ‘open’ highlights that the internet is publicly available. The internet emphasizes that it is simply a network of networks. Furthermore, the internet is a quickly growing issue. The number of consumers that propose that the internet has substantial effects on the sales and selling management. The present existence of the internet as ...

An Assignment Submitted by

Sales Management and Sales Communication of SMEs Brief Summary The research conducted by Havlicek & Roubal (2013) concerns the specificity of the sales management and communication of small and medium enterprises (SMEs). Particularly, the scholars aimed to distinguish between the marketing and sales management, claiming that in some instances, these two functions are fulfilled by the same staff members in the company. However, Havlicek & Roubal (2013) insisted that sales management and sales controlling have to be separated from the marketing due to the difference of these functions. The article implied that the process of sales management follows a specific set ...

Discussion: Application of communication mix is much more complex in the wider context as compared to the consumer markets.

Communication mix in marketing is a term used to refer to a unique mix of advertising, sales promotions, direct marketing, and public relations as promotional elements (Eid et al. 2006). It can be applied either in consumer markets (for example, a product aimed at reaching potential buyers) or in wider markets (for example, a charitable organization appealing for donations from potential clients). The five elements of communication mix are used differently in the consumer markets and in the wider contexts as shown in this following paper. The paper also offers realistic and justified recommendations usage of marketing communication mix (MCM) in both ...

3.1: Explain how sales strategies are developed in line with corporate objectives.

For any business to succeed, the design of its sales plan must include the corporate objectives intended for the organization's success. Corporate objectives provide direction into the targets that the business intends to achieve thus must comprise the sales plan. A sales strategy includes the formulation of management policy, sales presentation and identification and qualification of markets. Sales strategy helps in maintaining customer loyalty and helps the company design strategies that beat the competitors’. It also helps in targeting and reaching the most profitable businesses. ...

Empowerment is based on the premises that human beings have the capacity to make choices and live up to their consequences. The forces that are influencing sales and business management have changed significantly compared with the past. The aspect of globalization has made the business market attain a competitive edge (BOONE, 2012). The contemporary philosophy of empowerment has made many established organization create an enabling environment for their workers. Therefore, companies have developed strategies on recruitment of managers with contemporary business skills. Many people have researched and written voluminous journals on the concept of leadership (Levit, 2013). Empowerment forms one ...

How a Sales Department can Use CRM to Improve Its Operations

A CRM system can help the sales department improve its operations through its sales management, contact management, and opportunity management features.

With the sales management feature, every phase of the sales process is automated, enabling the sales representatives to better organize and coordinate all their accounts. It also includes other features that would help sales representatives generate documents, get reminders for important tasks, and create multimedia presentations. Similarly, the CRM system stores and tracks customer information along with information on each customer’s transactions. This enables sales representatives to provide customers with personalized service, which makes the customers feel ...

Question 1

Selling has a place in the marketing mix and sales managers see that personal selling as one component of its promotional decision area. Selling prompts a variety of responses. In the marketing mix, it evokes a high percentage of hostile and negative responses that include dishonest, immoral, degrading and wasteful. Good things selling themselves is a phrase that people use since selling start and it depicts its place in the marketing mix.

Question 2

In the marketing concept, there a slight difference between production orientation, sales orientation and marketing orientation. In Production orientation, company focuses on the production in an economic climate and the potential demand ...

Business Plan

Business plan A business plan provides a roadmap that details the journey an enterprise should take and informs stakeholders about the plans for reaching the end goal. A good business plan ensures that the venture does not veer off its course. In addition, it ensures that the business reflects existing marketing conditions and operations. This paper explores business model and management as critical components of a good business plan.

Business model

The business model describes the working of the enterprise. In this segment, nine building blocks will be sued in achieving the business goals. These blocks include:

STOP will target students of ...

BUSINESS PROCESS CHANGE PLAN

Session Kaplan University Q#1 Provide the name of the organization (this must be a real organization); describe the organization’s size and summarize the primary mission of the organization. Don’t simply copy from the organization’s mission statement. For purposes of this assignment, I will use Earl’s Baby Land clothing located in Louisiana. Earls’ Baby Land clothing provides services to the Louisiana residents. They stock all kinds of clothing for young kids and ladies in Louisiana (Earl’s Baby Land, 2015). The mission of the company is to provide quality clothing that both trendy and ...

Abstract

The companies have integrated science of human resource management intensively lately, and therefore, the relevant department is aligning itself with the overall strategy of the companies those operate in all parts of the world. The employees at Best Buy has to remain on their toes in order to carry on with the jobs, and the managers are using different kinds of methods in order to monitor the performance of the employees. The company is a retail store, and therefore, its commitment to sales management and hiring dynamically trained marketing agents go along with the aggregate vision of Best Buy. The ...

The SFS business from all indications is a business entity that surpassed all odds to become a marketing push. Being able to win businesses ordinarily, would mean that the company does well in the market. SFC as a company has a human resource that is vibrant and stable (SFC, 2014). This is evident in the manner in which the employees are enthusiastic about the things that concern the company in terms of sales and the benefits that come into the company. A company that has employees who put more effort has never failed to impress the market scene. Consequently, SFC has a management that ...

Part A

One of the indicators that a sales manager would use to measure his or her team's effectiveness is quantity. By evaluating the numbers in his or her team, the facilities available and their level of expertise, he or she should set a target amount of work that the team should meet. If the target amount is reached or even surpassed, he or she should know the team is effective but if the target is not met, something must be done. Quality is another indicator that can help a sales manager to measure his or her team's effectiveness. He or she can know ...

Experience of Marketing

Nowadays the profession of a salesperson is becoming more and more popular. But the question here is not about quantity but about quality of a salesperson. Therefore the crucial issue is the company should hire an effective employee, highly proficient in the sales management. But what is actually a "salesperson"? "Salesperson is an individual who sells goods and services to other entities. The success of a salesperson is usually measured by the amount of sales he or she is able to make during a given period and how good that person is in persuading individuals to make a purchase. If a salesperson is employed by a ...

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There have been several leadership theories that have been developed at different points of time. Sales and sales management has been a subject of many discussion, especially in the contemporary corporate world. Sales management has become increasingly complex as the dimension in the competitive environment increases daily. InsideView is a sales management solution that empowers the sales force with information about the prospects. One of the key philosophies of this solution ...

Introduction

In today’s competitive market arena, firms’ main aim is to surpass their competition by capitalizing on every emerging opportunity and gaining an edge over competitors. Personal selling is an activity undertaken by firms at large to ensure active engagement by their clientele and creating demand for their products. The paper explores some of the characteristics of personal selling that should be adopted by sales force in order to influence buyers in a crowded marketplace and direct them towards the firm’s products. The report discusses the selling process of the star projector lamp DIY (do it yourself) product; manufactured ...

Executive Summary

This report begins with company’s mission statement and brief introduction. It proceeds to presenting a detailed branding, pricing and distribution plans. The major competitors of the company are categorized in inter- and intra-competitors and their strengths and weaknesses are highlighted. The differentiation strategy in relation to closest competitor is also presented in this paper. StarTech is presented as struggling to become market leader. The salient issues pertaining to macro-economic issues are also presented in this report. Three main market trends are mentioned in this paper as technology, status symbol and fashion. The marketing implementation strategy, for StarTech’s new ...

Business

1.0 Sales Process 1.1 Introduction A key to a successful sales process requires the process to be adaptive instead of manipulative (James 2013). Business analyst and experienced business leaders are recommending customer-centric as opposed to the traditional product-centric sales processes (James 2013). Briefly, the customer has control of the process and the seller adapts to the customers decisions (James 2013). The sales process follows the engineering model of decision-making, but flexibility has a major role to play in the process. 1.2 Sales process strategy A sales process strategy relies upon problem-solving techniques similar to those used in ...

Internet in B2B Marketing

Introduction: The B2B (i.e. business-to-business) market consists of all organizations that are into the purchase of goods and services. The internet is an Information technology (IT) that has spread among business-to-business organizations at exponential rates. According to Avlonitis & Karayanni, in the year 2000, about $66 billion in business-to-business commerce was conducted on the Internet. It was said that the number of businesses connected to the internet rose from 4% in 1997 to 33% in the year 2000. The high approval and consequent use of the Internet by the business-to-business organizations is as a result of two factors. First, it ...

Executive Summary

With Bauer’s products like the performance skate sock and hockey fit pant being premium brands, the company’s integrated marketing communication plan has been drawn on consideration of several factors ranging from customer and products characteristics to the suitable communication tools that suits the target group. In that respect the brand’s target market has been described as the young males aged 24 -36 years who are active in sports, have significant income ranging from annual income of $150,000, sports personnel whose lifestyle can be defined as modern, the urban population who are highly likely to be ...

Introduction

Selling is an activity in the area of business that has paved way for heated debates between those involved directly and those who are involved indirectly. Due to this closeness to the concept of selling many individuals often have strong and misplaced opinions of the sales people and selling in general, and it does not come as a surprise that these misgivings are believed by people who have engaged in selling their whole lives. Processes and activities that assist an organization to efficiently and effectively run and support its business objectives and strategies is what is known as sales operations ( ...

Sales management and training is a broad domain. It is important to come up with effective and efficient sales management and training strategies and methods as it is not easy to make a sales call or give a sales pitch. The sales personnel and agents should be properly trained and educated in order to increase the chances of the successful sales call and sales pitch. Hence, proper sales training is of high importance in this regard. Apart from this it is highly important to provide the sales team and personnel with proper and competent sales leadership. The sales leadership should be competent ...

Introduction

Marketing is the process of collaborating the worth of values of commodities or service to clients; this at some time can be said to be the art of selling products and letting clients know of a good and new products in the market. In addition to this, marketing can be termed as the process of marking clients updated of available products in the market for sale; this is usually done in by advertising the company’s products. However, the society views marketing as to be the linkage between clients and the seller of a commodity; it’s of importance for a company ...

Careers should be managed wisely in order to achieve job satisfaction throughout an individual’s career (Inkson 2007). The following paper outlines job opportunities, training & skills, responsibilities and career progression in a sales and marketing job. It also draws upon the career development approaches of Levinson and Savickas in assessing issues to be considered during career progression and the usefulness of such approaches.

Sales and marketing job opportunities can be found in industries that deal with services or goods. Currently, manufacturing firms have realized the need to become market- oriented with an aim of handling the rising competition between ...

Table of Contents

Introduction..3

Marketing Briefing Document3 A. Importance of Maintenance of Relationships with Clients..5 B. Suggestions Regarding Improvement of Relationships with Clients.5 A. Evaluation of Issues Faced by The Creative Agency..7 B. General Recommendations.8

The current paper relates the case study of The Creative Agency, further named The Agency. The Agency faced several problems which are to be solved urgently since it is on the verge of bankruptcy. The Agency management applied to the experts for advice. The paper represented here contains four parts. The first part is a marketing briefing document. The second ...

The following report is directed to the Charity Commission of Great Britain, describing, analyzing and discussing the possible role of marketing communication in the wider environments. It shows the difference between marketing communication in consumer environments and wider environment through a description of the five principles of marketing communication mix. The paper brings out the market communication applications and the corresponding advantages and disadvantages posed in the implementations of marketing communication mix. The report also offers realistic and justified recommendations for the short and long term usage of marketing communication mix (MCM) in the wider context.

Marketing Communication Mix

MCM refers to a combination ...