Sales Management: Motivating the Sales Force
Motivating the sales force is often based on providing the sales force with rewards based on performance and this is an important motivational tool. At the same time, it must be recognized that for this to be effective, other needs must first be taken care of. To investigate this idea further, several motivational theories will be described with each applied to the sales force. This will be followed by a description of how a sales force can best be motivated and what factors need to be present for maximum motivation.
The first motivational theory to be considered is Maslow's hierarchy of needs theory. This theory states that there are five levels of needs that an individual moves through. The first level is physiological needs, which refers to the basic need for food and shelter. The second level is safety needs, which includes having job…… [Read More]
The B2B sales professional needs to
understand gaps in the competitive offerings of competitors to be able to
successfully position their own products with customers as well.
Often B2B selling professionals also spend an inordinate amount of time
building contacts within their own organizations as well, to build a
network of experts they can rely on to solve their customers' problems.
The ability to create an informal team that can assist in the developing of
quick, an accurate response to customers' inquires is also critical for
sales success. The subject matter experts of companies need to be treated
as a valued resource and consulted with frequently to stay on top of what
is happening with the latest product and service developments internally.
Finally there is the need to stay constantly on top of the latest trends
and developments within the company and also the industry to be of the
greatest…… [Read More]
However, to save the customer time, managers and staff must put in extra time to discover what the customer might consider a problem. Sales staff must scan company eb sites, read corporate annual reports, and talk to competitors in the industry so they can get a feel for prospects' issues. Sales people should thus be rewarded not based on immediate returns and quick-profit producing sales but long-term client building results. Developing and executing such a problem-based sales approach can take longer htan traditional approaches that simply stress product quality. "Eighteen months ago, an opportunity that did not pan out after four to six weeks would have been labeled a low priority," but a "sales cycle of three to four months is now mainstream." It may take twice as many contacts to close a sale today and "surprisingly, both entrepreneurs and experts agree sellers can't always shortcut the process by…… [Read More]
Susi, G. Paolo, G. (2009). The sales function in the twenty-first century: where are we and where do we go from here? European Journal of Marketing. Emerald Group Publishing Limited.
n this journal article the authors investigate the effect of selling strategies on sales performance. They do so by briefly reviewing sales performance journals. This journal article has been chosen because it reveals several selling strategies used both by successful firms as well as those that are unsuccessful. n addition, this article also reveals some of the challenges and problems that are faced when companies adapt incorrect selling strategies. Moghareh, a.G. Mohammad, H. (2009). The effect of selling strategies on sales performance. Business Strategy Series. Emerald Group Publishing Limited
n this journal article the author reviews the intra-regional sales and performance of companies in three regions namely, North America, Europe and Asia. This journal article has been chosen because it…… [Read More]
If this was the case, the client would probably feel overwhelmed by a team of people all trying to influence them. Instead, the sales force needs to have people with a business approach and with a relationship building approach, as well as someone with a sales approach.
The next consideration is the training required of the staff. Considering that the approach to be used is based on teamwork, it is suggested that staff be trained in teamwork in general before being trained specifically in team selling. This is especially true considering that the sales reps have initially been working completely as individuals. It is suggested that everyone be trained in teamwork together. This includes the sales director. The point of this is to get the employees of the organization used to working together. The teamwork training is also needed because the team selling approach will not be effective unless the…… [Read More]
category of accounts are more of a waste of time to going on sales calls to than many are worth in terms of profitability. This is becomes clear from an analysis of the case and the two tables. Sales eps will resist automating these accounts as they represent their comfort zones. They can count on selected smaller job shops to place replenishment and refill orders, and the sales reps can still get as decent commission and they don't have to work that hard on their sales skills or attempting to penetrate new accounts. In short, the Northeast Sales District is on auto-pilot in terms of sales strategy and needs to be given entirely new and more challenging objectives to shift the focus of the teams to more profitable selling strategies.
James Sprague needs to motivate his sales team to re-align their selling strategies and he has to earn their…… [Read More]
As the case study shows, one year after the acquisition the combined division is making significant contributions including serving as a catalyst for $1.4B in new projects for EDS. This specifically shows how the aligning of organizational structures and cultures is critical to the success of a merger, especially in an area as time- and resource-driven as enterprise and strategies sales.
In assessing and approaching new accounts that were working on transformational initiatives, MCS/A.T. Kearney needs to first focus on the industries they have the greatest expertise in. For A.T. Kearney these include manufacturing, consumer products, transportation, chemicals and pharmacy. For MCS, communications and electronics industries are the strongest industries. Targeting new opportunities in each of these segments by finding corporations who are seeking transformational initiatives to regain their value chain, supply chain, manufacturing or financial performance, and the combined team of MCS / A.T. Kearney has the depth of…… [Read More]
Thus, the pitch should include talking points for describing it to customers.
Describe the importance of customer relationship management (CRM) to sales management.
CRM is important to sales management for many reasons (Customer relationship management, TechTarget). It helps them optimize information shared by multiple employees and streamlines business processes such as taking orders. and, it allows the formation of individualized relationships with customers, with the goal of improving customer satisfaction and maximizing profits. It does so in part by providing employees with the information and processes necessary to know their customers, understand their needs, and effectively build relationships between the company, its customer base, and channels. and, it helps drive marketing efforts that increase the number of high quality leads for the sales team.
Identify different types of technology that the organization in your case study could use to enhance their selling functions and CRM techniques.
There are many technologies…… [Read More]
Average Gross Margin Per Ton (1998-2000)
Tonnage across all regions for the three years was next calculated based on the Exhibits in the case study. Figure 2: Total Tonnage Analysis provides a three-year breakout including the four quarters of 2000 as defined in the case study. The Southwest region leads in total tonnage with 395,507.
Figure 2: Total Tonnage Analysis
1 rst Qtr
14,144…… [Read More]
The subjective aspects of performance are
preferable in how well a sales representative is doing in serving and
understanding their customers, how well the sales rep working internally
with team members and critical pre-sales support staff, and how the
communication skills of the sales representative are making the entire
selling cycle in major accounts more effective or not. Subjective
attributes are then critical for measuring how well a sales representative
is working in conjunction with and collaborating between both their
accounts and the internal teams necessary to get projects completed. The
performance attributes that objective measures most commonly measure are
the quantifiable aspects of a salespersons' job including quota attainment,
revenue, margin, and unit sales volumes attained and total number of new
accounts brought into the company during a given quarter. Objective
measures in many companies are used for creating a benchmark of performance
by which other sales representatives are…… [Read More]
CRM is not "speed dil" on your desk phone or the
telemrketers' desk, it is set of technologies tht need to be
selectively nd crefully pplied to selling strtegies. At the
intersection of the book nd the rticle ssignment is the use of CRM s n
enbler of building reltionships of trust with employees.
Critique of the rticle
The uthors, writing this in 2002, were insightful nd even prophetic in
the sttements mde specificlly regrding business strtegies nd
processes being the primry determinnts of demnd for CRM.
While Siebel Systems hd enjoyed meteoric rise nd mny credit Tom Siebel
with originlly defining the term nd softwre ctegory of CRM, in 2002
there ws still strong focus on fetures, functions nd benefits in CRM
pplictions. This ws n er of big-bng CRM deployments, with literlly
thousnds of sets of softwre delivered. The uthors refuse to get on the
"big is better"…… [Read More]
Transactional selling is done through multiple channels, as websites, telemarketers, direct sales forces, and indirect channels including distributors, channel partners, and retailers all sell the most commonly requested products more on price and availability than features. The challenge for sales professionals is to sense when their customers want to buy using the transactional approach vs. The consultative sale. Generally transaction selling works best when the customer wants little or no information on the product, and their need for sales support is low, according to Benfield, 2001.
Examples of this include the selling of pocket radios both through retailers and over the Internet.
Analysis of Strengths and Weaknesses
The strengths and weaknesses of each approach are defined in bullet form below:
Focus is on the customer and their problem areas first, not on just making the sale
Salesperson becomes the expert and eventually trusted advisor to the prospect…… [Read More]
etail Sales Management
Executive Summery: PC World is a huge UK retailer that is ever expanding into the technology marketplace. From PC's to washing machines, they offer a one-stop shop for everything technology related. With an appealing advertising system that attracts the middle class Englishman, it is no wonder that their business continues to grow.
PC World is a retailer within the Dixons etail businesses. The stores are located in the United Kingdom and it is the largest chain of computer retail stores in the UK and Ireland with a total of 163 stores. This report will review the overall retail sales management of PC World and how the store's overall strategy allowed for its wide expansion.
Background on Sector: PC World is a retail computer store that specializes in selling computers and computer-related technology. They also carry printers, ink, accessories, games, as well as entertainment technology including televisions, DVD…… [Read More]
In markets where change is a constant -- an increasing state of affairs for many markets and industries in the modern era -- the complexities of the many factors affecting and influencing sales efficacy must be properly accounted for by sales leaders and communicated to sales teams in order for continued adjustments to sales strategy and techniques to remain effective (LaForge 2005). Collaboration must be fostered in the sales team in order to achieve the organization's goals while accountability is also a necessity ensuring that each individual member of a sales team is working effectively toward organizational goals (LaForge 2005). The result is a sales leadership mentality and structure that encourages open communication amongst all members of the sales force and that also recognizes and rewards individual achievements.
Transformational leadership that involves one-on-one communications between the sales leader and each individual member of the sales team and is used to…… [Read More]
The companies studied will be manufacturers of different products with their sales forces deployed over a big territory or region.
A quantitative analysis instrument has not yet been chosen, as I intend to select one that will best analyze the collected data. It seems that this should be chosen based on the framework which I will present as best practises at the end of this work.
Data for the analysis will be obtained from companies' sales managers, marketing managers, and sales officers, and from the researcher's personal knowledge and experience with sales management in the it industry. This will be compiled with the support of related literature from books, magazines, commercial and public databases, and the Internet.
Proposed analysis and presentation techniques to be used How will you analyse the data and present your findings? (100-150 words)
Survey research method: After preparing the survey questionnaire, it will be given to…… [Read More]
Sales Channel Comparison
Consumer Channel (Lands' End)
Land's End is a world leader in multi-channel retailing and multi-channel management, selling online, over the telephone, through its own stores, affiliate stores and through Sears' larger retail outlets. Sears Holdings acquired Lands' End in 2001 and has since then continually integrated the company's products into the Sears selling channels as well. The core focus of the company from a product standpoint is casual and customizable clothing for men, women and children including infants. In addition, the company also sells many accessory items including handbags, travel accessories and weather-related personal products. Another part of the company's channel are its 15 different Inlet and NQP-branded stores operating in Illinois, Minnesota, New York and Wisconsin. The company has made many horizontal marketing system decisions including expanded into Land's End School and Land's End Business Outfitter, in addition to Land's End International. This last venture moved…… [Read More]
Management Technologies in American Corporations
An exploration of knowledge organizations and their management of information using both the Internet and digital means
This paper will explore the pros and cons of both, and make recommendations for implementing them into companies, both large and small, and finally show real-world examples of these technologies in use in some of the most prominent American companies today.
Today, we live in a very complex world. Technology is proliferating at an exponential pace, and we are constantly bombarded with new technologies and ways of accessing information. Some of us find it very hard to keep up with all these technologies in our own homes (some of us may not even know how to use the internet). But these problems are much more problematic for businesses.
hile we might be able to still operate, and live our everyday lives despite our lack of technical knowledge, companies…… [Read More]
Sales and Promotion
Blue Mountain Community College has been experiencing some difficulty in the area of developing a sales and promotion plan for the athletic department. The purpose of this discussion is to resolve this problem through the development of a detailed plan for promotion and sales of its teams. The plan will be inclusive of the five teams the community college has including football, baseball, softball, and men's and women's basketball.
Regardless of the sport being discussed in terms of promotion and sales, one of the key components in improving sales is associated with relationship marketing (Parvatiyar & Sheth 2001). According to Bee & Kahle (2006)
"Relationship marketing is important because it can be effective. It facilitates role enactment by providing definitions for types of influence and communication strategies that should characterize two participants in a relationship. Teams, leagues, athletes, marketing corporations, and fans have relationships with…… [Read More]
The use of managerial accounting to keep profit margins where they need to be and make sure that individual product offerings are not a net drain on the company is not the only thing that Thai Airlines can and must do to keep a competitive edge and to protect themselves from things like corporate malfeasance and terrorists attacks, but it is certainly a major thing that should be take into account and otherwise dealt with in a timely and complete nature. It will not be easy for Thai Airlines to keep their competitive edge largely because other firms will be doing the exact same calculations and measurements. However, not doing so would be ceding progress and adeptness to their competitors. As such, not doing managerial accounting should be a non-starter for Thai Airlines.
AccountingExplained.com. (2013, May 12). Managerial Accounting Introduction | Accounting Explained. Accounting Explained | Financial and Managerial…… [Read More]
The History of Apple Corporation
Strategy Development and Implementation
The History of Apple Corporation
The corporation has an exciting history, as it has transformed to the biggest and most successful technology firms in the world, under the best managers of time. Both the employees of the firm, the management and the product consumers have been linked to the firm's success. The firm was started with the two Steves, who from their early lives had shown considerable interest in electronics. Steve Jobs and Steve Woznlak were former employees at Atari and HP respectively. However, in April 1976, the two conceptualized the Apple computer, which was among the first personal computers at that time. The company has focused on products that are innovative and new in the market ever since it was started. It is Job that started developed the legendary Macintosh, which is known to many as 'Mac'. There…… [Read More]
The Improve Phase of the DMAIC process is also essential for managing the piloting and testing of the Six Sigma solutions discovered. It is also essential during the new product development process for measuring and quantifying the unique value proposition of the product or service being produced as well. The final phase, Control, is essential in both a Six Sigma and new product introduction process as well (Pestorius, 2007).
The DMAIC process aligns very well to the new product development and introduction process and is used extensively for that purpose in applying Six Sigma to marketing. Six Sigma can change an entire company's culture and make the many processes synchronized and in unison in making new product introductions more profitable and capable of gaining market share as a result.
Brian Cocolicchio (2007). Sales and Marketing the Six Sigma Way. Quality Progress, 40(9), 79. Link: http://www.sixsigmaselling.com/six_sigma_selling/2006/07/about_sales_and.html
Fundin, a.P., &…… [Read More]
The document states the plan of an organization in different phases. For each phase there will be a different management strategy. The document has described the management strategy and the effects that they will have on the performance of the business and why that particular management strategy has been chosen.
Management structure needs to be examined carefully when a new business venture is setup. In order to develop and build on the business plan a compact management structure is necessary. The managers are the people who are responsible for steering an organization towards achieving the business objectives. In the second phase the business plan will be implemented on the basis of geographical region and the management structure will be based accordingly.
The four key functions of management are planning, organizing, leading and controlling the business. The type of managers which are selected for the business venture must be…… [Read More]
Technology Strategies Anticipated to Accomplish Business Goals
GE Lighting Division's expectations for SharePoint were not realized, and as a result, the division moved to adopt a globally-based Partner elationship Management (PM) system that includes integration to both reseller order capture and distributed order management systems so that all channel partners could place orders and track them through manufacturing to fulfillment. GE Lightings' channel management had found that through discussions with resellers that of all applications designed for the five objectives, having a coordinated order capture and order management system was critical. Second, the objective of managing pricing both in terms of quotes and handling pricing exceptions was accomplished through the development of a Special Pricing equest application. As Columbus (2003) has stated, the automating of special pricing requests is one of the highest OI activities for a channel organization to pursue. Third, the automation of lead generation and escalation in…… [Read More]
"The most important issues which have to be addressed here are precise monitoring (diagnosis) of current results and their comparison with what has been planned. Effective managerial control must always be followed by feedback for correcting initial plans " (http://www.bashedu.ru/konkurs/ibatullina/eng/function.htm).
The observation of the way in which people within an organization behave is of extreme importance. ut leaders and managers obtain feedback not just from observations, but directly from people. This provides them with a better understanding of the relation between the actions performed by the individuals and the beliefs which guide their behaviour. An efficacious control upon these factors implies the contribution to the creation and maintenance of a healthy organizational culture.
There are various strategies that an organization can choose to implement in order to make sure it preserves a healthy organizational culture. Among them we can mention the adoption of various principles, such as the following: a…… [Read More]
The different types of fundraisers are numerous. Some groups choose to hold auctions or raffles in which they make profits off the sale goods that have been donated. Others choose from many different types of activities such as a walk-a-thon or bowl -a-thon. During these events money is raised by donations from supporters based on how many times, or for how long a specific activity is accomplished (What are the Different Types of Fundraisers, 2009). Tele-a-thons are also very popular ways for some nonprofit organizations to raise money.
Fundraising is not always an easy thing to do but it is a very vital function for all nonprofit organizations. It is so vital because this is the way that these organizations obtain the funds that they need to go about doing what their organization was originally set up to do. These campaigns are usually their only source of income. So in…… [Read More]
A cheap product will not be able to survive in this rapidly changing business environment. Organization is another extremely important aspect of the necessary managerial skills for any manager desiring guaranteed success at their individual Verizon location. Organization can be as simple as instituting training at work in a pattern that overlooks no single employee. A good manager cannot expect employees to train themselves or improve their work manners without additional help. A strong organized training program is sure to enhance even the most successful company.
A strong leadership team is another necessary important aspect for businesses engaged in the phone industry. Verizon's leadership team must be instituted and adopted without fear at the workplace, because employees who fear their supervisors simply cannot evolve into successful employees interested in the growth of the company. A strong leadership team will effectively manage the business with the overall objective of accomplishing the…… [Read More]
esearch Objectives and Scope
The main objective of the research then relates closely to the research problem. It is to research the problem of uncertainty as it manifests in the global business environment. Specific issues to be investigated include supply chain management and its related uncertainties, the production process itself and uncertainties related to it, as well as the post-production phase and market uncertainties that are related to it.
Time is also an important factor. Some industries require a long-term time frame in their planning process, which exacerbate uncertainties. The time factor should also be an important consideration in terms of creating a model that can effectively help businesses achieve their manufacturing and revenue goals.
To achieve these aims, the main objective of the research will then be to research industries and companies that operate on a global scale. They will be investigated for the models they have implemented to…… [Read More]
.. every employee must become an operational strategist.... Strategic planning must no longer be considered an elitist activity that happens behind closed doors.... Rather, planning must be viewed as a continuous, interactive, and democratic process that empowers managers and employees together to create the future of the firm." (Purser & Cabana)
Lear (1992) blames the downfall of General Motors and IM in the early 1990s to their reliance on hierarchical management. He recommends banishing the dinosaur. General Motors did just that and transformed its organization into a matrix (Prewitt, 2003). Today the company is on the brink of bankruptcy indicating that the company's performance can't be totally related to its organizational structure.
5. Give a clear and convincing logical argument why this structure is best for Hybrid
Motors. In this argument, you need to also argue that other possible structures are not as good. It is absolutely essential that you…… [Read More]
Evaluate the impact of globalization and management across borders
After its retrenchment in the U.S., Starbucks is still considering expanding its operations China. "Despite its long presence in the Chinese market -- Starbucks opened its first shop in Beijing in 1999 -- the Seattle coffee giant only has 376 stores on the China mainland, compared with 878 in Japan" (Sanchanta 2011). Starbucks has tried to learn from some of its mistakes domestically in the U.S., such as its super-saturation of certain marketplaces, while incorporating many of the successful lessons of its other ventures, such as its ability to tailor product offerings to local needs. "Cracking the code in China for any company is not an easy task -- there will be a number of winners and lots of losers of people who go there and rush to judgment and don't succeed…The thing I am most interested in when I go…… [Read More]
This would allow IM to find individuals from other countries and also to take a more global approach to training and staff development. Hire the "best and the brightest" to rapidly reenergize the organization and product line.
Grow existing lines and existing customers -- Instead of trying to grow rapidly, IM could target its current user base and simply solidify their needs by using market research to contact them and find ways to improve and maintain market share while retaining talent in the current geographical model. This model would be more conservative about hiring and wages, and would of course allow for some expansion, but keeping most of the &D in Waterloo, Canada. This would also retain more control over the design and marketing of the product for those in the organization who prefer to manage each instance and aspect of the organization from a Central --( field mentality.
Aggressively…… [Read More]
The success of salesforce.com in the CR marketplace underscores how technology specifically designed to address users' unmet needs to become more productive yet not constrained by technology is a case in point. Technology that enables higher productivity and meets needs yet does not restrict users' flexibility in managing their work how they want succeeds.
anagerial Challenges and Responsibilities for Rapid Change anagement
When rapid organizational change is attempted, managers need to confront and often deal with internal organizational cultures, which are often impediments to rapid change. For any manager involved in rapid change, the challenge of slightly modifying an organizations' culture can be daunting. For USAA, as the organization is already adopting a process-centric view of change and working to integrate systems so that employees will be better able to serve customers, the habit of change, so to speak, is beginning to set in. Yet in many organizational cultures, the…… [Read More]
Management Case Study
Where the Rubber Meets the Road
Total quality management (TQM), defined in the most simplistic of terms, is the incremental improvement of all facets of a business to increase customer satisfaction and, in turn, company viability. Although TQM is often applied first to manufacturing functions in an organization (zero defects, on-time production), the intent of TQM is equally meaningful in all aspects of business, from administrative (zero defects in billing and timely collection of accounts receivable), to distribution (no breakage, just-in-time delivery) to management (appropriate incentive structures, timely and accurate stakeholder reporting). The increased efficiency and competitiveness created through TQM initiatives is not limited to only the manufacturing sector, with many of the benefits of TQM occurring in the service sector, too.
In the case of ridgestone/Firestone, TQM was not pursued prior to the recall of its 6.5 million tires in 2000, as evidenced by the magnitude…… [Read More]
The performance of each team member depends on the performance of all others, this being a team project. Constraints include time and financial resources; as such improvement requires permanent improvement effort.
isk Management. No risk has been identified related to the project's completion.
Monitoring and Controlling Mechanisms. The data analysts will develop a metric system to measure each member's performance on a weekly basis. This weekly performance will be submitted to the project manager for potential adjustments.
V. Operations management plan
Operations Strategy. An easy way to understand the meaning of operations strategy is to break the word into the two separate words: operations and strategy - these words being the opposite of each other (Slack & Lewis, 2002). 'Operations' is about the functions and procedures regarding the day-to-day processes, while 'strategy' is about the direction and scope of an organisation over a long period of time. The operations strategy…… [Read More]
This concept originated with the principles of Total Quality Management (TQM).
The notion that only managers play a role in controlling work activities is based on two false ideas. One is the antiquated notion of totalitarian management. Modern management does not follow this style, as it is often not consistent with organizational objectives. The second false idea is that the manager can control the employee at all times. In practice, managers merely provide instruction and guidance with respect to work activities. Employees often devise their own ways of performing different tasks, and it would be near impossible for management to control this. Thus, employees do exert some control over work activities.
Q3. Operations management can be applied to any managerial function.
Operations management techniques are based around analysis of processes. Control is merely one aspect of the role, even within the operations setting. In fact, operations management also consists of…… [Read More]
At the same time, he then acts as an interface and communicates to the team the general directions in which the company is moving. However, the project manager also acts as an internal motivator within the team, a coordinator and organizer.
A similarly important role will be played by the project manager in his capacity to act as an interface between the different entities and shareholders involved in a certain project. In order to control scope, several documents should be used, such as, for example, the statement of work, as part of the requests for proposals, or scheduling and budget estimates. For these, the project manager will work with representatives from other departments (marketing and sales etc.), but also with the clients. At the same time, the project manager will have consulted previously with his own team, thus being able to carry to these meetings their own evaluations and estimates.…… [Read More]
He wished to build the happiest place on the planet and this message continues to be handed over to the new recruits who join the organization presently also. Disney exists to give a guarantee to the Americans that are there for real. Disneyland is not just unreal, rather it is hyper-real. As a result it is possible to express of the corporate culture of Disney as being created. ("eading Organizations from behavior and experience to representation and experience," n. d.)
4) Explain how the four functions of management support the creation and maintenance of a healthy organizational culture
The four functions of management support the creation and maintenance of a healthy organizational culture as it leads to planning, organizing, leading and coordinating of resources and it is these 4 activities which recur across the institution and are extremely unified. Present features relating to management cover claims leading are distinct from…… [Read More]
Giving them the opportunity to participate in the product launch decisions from a marketing standpoint also highlighted an embarrassing point for marketing, and that was engineering often understood the competition and its true functionality better than anyone in marketing. The reason is that the engineers had taken great pride in working on their product features they were responsible for to make them the best in the industry, and it was clear some had taken great pains to make a statement in their work. Creating shared ownership of product outcomes strengthens morale of technical professionals and infuses an entire development team with more accountability (Voss, 1993) and willingness to internalize a strong commitment to the success of the product (Kochanski, Ledford, 2001).
The risk of recommending this strategy would be that the more dominant engineers would overrule marketing and turn the entire marketing strategy into more of a features discussion than…… [Read More]
This can come in a number of forms, including rules, "best practices" and job descriptions. Output controls place the focus squarely on the output, with significantly less attention on the behaviors that lead to the output. For example, when a sales person has a quota, that is an output control because the behavior is driven entirely by the end result. Input controls works by placing constraints on process inputs as a means of exerting control. An example might be setting a strict budget for a project. This focuses the manager on sticking to that budget, a process that the organization feels will result in the goals being achieved.
Benchmarking is useful for most firms. The exception would be firms that for one reason or another are not in a competitive environment. For those firms that are in a competitive environment, they can benefit from benchmarking because the benchmark sets the…… [Read More]
A manager's duty is not to be liked but to be effective; a manager remains firmly committed to the health of his or her organization by following rules, regulations, and guidelines. "A leader is someone who people naturally follow through their own choice, whereas a manager must be obeyed," ("The Difference between Management and Leadership," 1997). Effective managers and leaders both motivate and inspire people to reach their highest potential.
In order for a manager to create and maintain a healthy organizational culture, he or she should develop strong interpersonal awareness, including mediation skills and respect for diversity. As a director of development at a private Catholic high school, I work in a stimulating environment that requires ascription to rational and financial goals as well as to spiritual, ideological, and interpersonal goals. With a diverse student body and a diverse staff, I must retain a strong emotional as well as…… [Read More]
Management, Science, and Technology
Who Is a Manager?
A manager is someone who knows how to take charge, organize, direct, and be accountable for individuals and groups of people operating under his guidance. Anyone who shows leadership skills can be a manager. A manager's goal is to work towards the common good. This means keeping persons on pace to meet their objectives, budgeting time wisely, and instilling in his inferiors a desire to care.
Top management impacts ethics within an organization by setting the tone and the standard for ethical practice. Superiors shape inferiors, not the other way around. Therefore, if top management encourages unethical activity through its own unethical behavior, an organization will, ultimately, be comprised of several unethical attitudes. A great example of this is Enron Corp. Top management of Enron encouraged poor ethical practices by practicing in a disingenuous manner themselves. They hoodwinked investors…… [Read More]
These are simply the strategies that help the sales staff know how it would go about achieving its targets. There is usually more than one strategy at work at any given time. For example Kudler can use direct marketing, door to door selling, fairs and events to promote its products. In many affluent areas, there are large malls that people gather at for fun, shopping and eating out. This is a good place for promotion of Kudler's salad line.
The program must be kept alive and active by consisting sending out mails, letters, and promotional items to all those who matter. This helps in increasing the consumer base as Parinello says: "Send no less than 50 letters of introduction to new prospects each week; make no less than 50 cold calls of introduction to new prospects each week; make no less than 20 face-to-face contacts with new prospects…… [Read More]
Inducements motivate employees and can also distribute power effectively. A third recommendation would be for Green to admit that he was wrong, take the consequences and work to improve.
The disproportionate use of power conflicted in a bad relationship between two colleagues. Each person sought advice from outside group members. Thomas Green and Frank Davis' issues developed into a great conflict. Power strategies are effectual when properly used, and people of lower status can hold a great amount of power upon higher status employees. Organizational issues influence a person's political performance as well as the amount of power that they hold. Power and political disparity should always be kept within the concerned group.
Secondary tension is the tension that occurs as group members struggle for influence, develop roles, and norms, and explore differences in approaching the group task (Jenkin, 2010). This concept is a summary of what was happening between…… [Read More]
Where, the benchmarks will show if the system is helping or hindering the company from achieving its objectives. This is significant, because when it is used in conjunction with flexibility, you can be able to effectively adapt to changes in the markets. With flexibility providing the necessary ingredients to implement such changes, while the use of benchmarks will identify when a management system is becoming unproductive. (Ireland, 2008, pp. 33 -- 39)
The use of knowledge management is when an organization is collecting and analyzing the total amounts of knowledge at their disposal. This would include analyzing all available: resources, employee / managerial skills and documents. This is significant, because it provides a way for an organization to quickly collect and analyze a wide variety of information. At which point, managers can be able to effectively place the different resources and personnel of the company, in those areas where they…… [Read More]
What needs to first be improved upon is the lack of ownership on the part of the unionized workers, yet even more systemic is the challenge that Perrier management has in how workers are accustomed to prosperity in an era of economic downturn. Gaining consensus with unions during a contraction of their business cycles is going to be difficult. What needs to first happen is that the Perrier and Nestle' management teams needs to first focus on being transparent and honest about the need to change, and taking pay cuts, reductions in bonuses and in generals being the champions of the needed change first (Brown, Cregan, 2008). This will help to increase their credibility with the union workers, and also show they are willing to make sacrifices they are calling on others to do as well. Second, Perrier and Nestle' management must focus on creating measures of progress that equally…… [Read More]
Management and technology are opposite sides of the same coin essential in the operating and maintaining a business. Today's society, companies must have the proper mix of these two elements to operate effectively. However, good companies do not forget their most important commodity, which is the human capital. Unfortunately, too often this is the forgotten commodity. Technology changes, but people in many ways remain the same. The author found this out personally in a work experience selling Google online ad word ads that led to their being dismissed. While this did not reflect directly on the employer, it does illustrate how events that are sometimes beyond the employer or the employee's control can affect the delicate balance between people and technology in the workplace.
Any good manager will confirm the need for the latest technology balanced by the best leadership. This balance makes for the best opportunity to improve…… [Read More]
In simple terms, the plant has been inefficient for most of its past, mainly because some of its technologies are still obsolete and need to be change. However, if one decides to change the machinery, then it is most likely that the budget will be surpassed and that there will be problems with the union, considering the fact that there will be a surplus of worker and that these will probably be laid off.
As such, it seems that, in order to solve a problem, one may expect troubles in the case of the other two. The case with the press is eloquent in this case. This had broken down because its shafts had never been changed since 1979, however, solutions in this case will bring additional trouble with the union and the budget, as we shall see further below.
6. 1) the operational changes implemented will probably have, in…… [Read More]
By doing this, everyone wins; these authors have made an excellent discovery in presenting this material to the reader/student.
Critique of "Stars in the Making"
For all of the attributes of Harris' article, there are some fair critiques that could be made of the article from several points-of-view. With this in mind, these critiques are offered not as a means of saying that Harris' article is not well written from several points-of-view, but rather that there are some improvements that could be made to the article from a strictly objective perspective.
To begin, while it may seem like nitpicking, the article begins with a statement to the effect that salespeople need handholding. While the spirit of this statement may be correct, the actual nature of the need is not properly revealed. Handholding implies that salespeople will be led down a path and protected from anything that will adversely affect them;…… [Read More]
Managing a New Product Launch
This paper discusses Keurig at home gourmet single-serve coffee product launch. Keurig is an established business attempting to break into the at-home single-serve product industry. It attempts to distinguish itself as a key player by offering gourmet coffee services. Coffee continues to be a booming product, with many opportunities. While coffee consumption continues to grow, there are many potential obstacles that Keurig may face. For example, there have always been many competitors in the market. There are two-serve and even single-serve vendors already in the market. The manner in which Keurig at home single-serve will attempt to distinguish its product successful is by promoting itself as an upscale provider to young, primarily male coffee drinkers interested in buying a high quality product with lots of variety. The odds are the company will do well if it markets its product to vendors that already…… [Read More]
Forecasts, budgets and evaluations are critical for business for a few different reasons. The first is that it allows for better allocation of firm resources. By using forecasts, managers are able to ensure that the firm is able to meet demand where it exists, and not have resources being wasted where it isn't. New product managers may prefer to operate without forecasts, but the process of building a forecast can provide a lot of insight into the product's potential. here that potential lies and how best to tap into it are two key components of the new product launch strategy. This is especially true in organizations with finite resources. The company may not be able to pursue all projects at all times, so as a result must make decisions about resource allocation. It is only possible to do this effectively with proper forecasts. Even outside of new projects,…… [Read More]
It is far more difficult to move into sales later in one's career, without sales experience on the resume. Regardless of what transpires in their sales career, resilience is a quality all salespeople will learn, and resilience is the bulwark of every career: "As meeting clients and encouraging them to purchase your products is the core of the profession, good interpersonal skills are a must, as well as a degree of resilience. 'No' is an answer you may hear often, particularly in the early days of your career" (How do I get a job in sales, 2009, Target jobs). The resilience learned in sales is the glue, the personal mettle that will keep every employee emotionally and professionally whole through trying times, regardless of the industry he or she ultimately chooses.
Advertising, marketing, promotions, public relations, and sales managers. (2009). U.S.
Department of Labor and Statistics. Occupational Outlook…… [Read More]
He also knew that Time Warner Cable has at times been known to zap televisions with too much voltage and a few had been damaged. This had actually been written about in the local press. In short, what made this situation unique was the knowledge the sales person had of the local market and the potential hazards to such a large investment in entertainment.
Second, the cross-sell strategies (Reinartz, Thomas, ascoul, 2008) at est uy also centered on making the flat screen television more integrated into my existing stereo system as well. As there is already an amplifier, receiver and a series of speakers in the room where the television sis going, the est uy salesman was able to draw and define an approach for me to integrate all the components together. At first I didn't believe him yet after I went back home and looked at the connectors on…… [Read More]
(O'Reilly, 2003, p.2) But the company is not legally liable if it did all necessary testing, warning, and reasonable evaluation of safety, if for example, an unexpected result occurs through the use of the product.
O'Reilly finds the reasonable person standard troubling, as the reasonable 'average' consumer will not have specialized knowledge that a manufacturer should have about the product he or she is selling. He believes government agencies have too much responsibility to monitor product safety (O'Reilly, 2003, p.3) Also, there is little incentive for CEOs to acknowledge harm and incurr potential lawsuits.
ot only is there negative publicity for consumers, but for corporate investors as well, because of the financial losses that ensue after a recall. For example, the article cites a medical diagnostics company, which failed to satisfy FDA inspectors regarding the quality controls of its factory, recalled thirty products. The company's annual corporate report listed recall…… [Read More]
The overall economy is growing slowly, and those within our target market have not experienced the steep decline in employment that other demographics have suffered. Income levels in our target demographic have changed little as the result of the recession, so there is little cause for concern about the economic macroenvironment when launching this product. Golf continues to be a popular sport, despite flatlining interest in the United States (Nohcud, 2008). There is strong growth in golf overseas, in Asia in particular, and this provides encouragement for the long-term growth prospects of the Tracker.
One marketing issue that needs to be researched is with respect to the culture of golf, in particular the target market of the Tracker. This is important because the tone of the advertising message will be in part dictated by the culture of our golfing target market -- it could be jocular or it could be…… [Read More]
Management class 494, I Executive Summary case title Nascar: A Branding Success. Marketting Strategy book O.C. Ferrel, I international student, I write summary formal words make an international student essay IA, I sounds weird write Executive summary a I write.
NASCA executive summary
NASCA, short for The National Association for Stock Car Auto acing, is a relatively small size firm, but which also has an increased importance within the national and international auto racing events. The success of the organization is based on several key features, including the dedication of the staff members to high quality operations and services, the wide reach of the company outside the geographic borders, but also, the strength of its marketing approach.
The marketing team of NASCA is highly skilled and qualified, and, along the years, has produced some of the more successful measures to attracting the attention of the audience, as well as its…… [Read More]
Still, since it is looking to sell a property asset that is not their main residence, they will be required to pay a capital gains tax, in the amount of 18 per cent (Direct Gov). For an estimated retail price of £150,150, and a tax rate of 18 per cent, Olly Lloyd would have to pay £27,027 in taxes.
For the new employment contract, Lloyd would have to pay taxes in the amount of £5,281. The sum is decreased significantly by deductions adherent to contributions made by Olly to the pension funds (Listen to Taxman).
c) Suggestions for financial management
Leone Lloyd-Cardle is, without a doubt, facing severe problems. In order to restore the responsibility and stability of her financial decisions, the following financial management recommendations are made:
Discussing the problem with her husband. Having reached such a high level of debt indicates severe problems which cannot be overcome by…… [Read More]
Innovation in its simplest form can be termed as something new or newly introduced into the market. Innovation in the business field is quite necessary since it forms the backbone of a company's growth and that of the economy as a whole. Innovation is the success of every business and must be managed effectively and efficiently (Limerick, 2002).
The ever changing technology and instant global communication have made it easier for companies to find answers to some problems they encounter and more so come up with innovations to improve on the current ones. Companies are also faced with pressures arising from global competition and by this; most of them are seeking the need to manage their innovations. Companies are nowadays attracting and managing innovations by having rewards or prizes for individuals within the company who manages to come up with brilliant and innovative concepts. This will give the…… [Read More]
History of Reebok
he company of Reebok started in England in around 1890 to provide shoes which could help athletes run faster. he cleated running shoes were developed by Joseph William Foster and he had then started a company to make hand-stitched athletic shoes for the runners of that time. he enterprise continued in that manner and started with the name of Reebok International due to the starting of a new company by the grandsons of JW Foster. he name was taken from the name of an African gazelle. he company came to USA in 1979 when Paul Fireman bought an exclusive license for distribution of Reebok in North America. From the beginning itself, the products were the most expensive, and were being sold for $60 a pair even in 1979. he sales increased over time, and became $1.3 million in 1981, and then the production capacity of…… [Read More]
Managing Organizational Change
Cincom and Accountability of Sales epresentative for esults
Cincom is a 43-year-old developer of enterprise software applications and by virtue of the designed-in nature of their applications, has been able to literally coast on a comfortable wave of recurring revenue for a decade. This recurring revenue stream is comprised of license payments, maintenance fees, and the continual need for updates to mission-critical systems the company sold, in some cases, decades ago. With the majority of revenue being generated through a recurring revenue stream, the urgency and intensity to sell which is often found in smaller, younger, and more cash-starved businesses is not as prevalent inside Cincom. The framework for change model provides an invaluable construct in which to analyze the complacency of Cincom, what contributed to that false sense of security, and the path back to being a competitor in their core markets (Kotter, 2008).
Analysis of…… [Read More]
I will also be involved in handling and addressing employee work-life imbalances to steer them towards nothing less than achievement.
Building a happier and a more satisfied team requires some effort to reduce conflict and improve their working relationship. Teams are the force that drives most organizations, be it a functional team, a team of managers or a project team makes work easier and more effective. My key role in player development is to mentor the team members to solve problem, make better decisions, and learn new skills so that performance and productivity don't suffer.
The team, just like any other groups will therefore need a well formed team dynamics so that we have a well modeled player who will be part of the team and not act as individuals. The commonly known dynamics that are found in teams are roles, norms, relations, need to belong, development, effects…… [Read More]
The main driver for this change was external, to enhance not only the competitive differentiation of the company, but also its image in the public eye.
Whereas GM divided its sales and marketing divisions, Microsoft's change focused on combining separate divisions: Global Agencies and Global Accounts. The former focused on top ad agencies, while to latter focused on top clients. For this combination, a new vice president was also appointing to report directly to the top executive. The Global Agencies leading executive was placed in charge of the global marketing team in a more integrated role.
One of the main differences between Microsoft and GM is that the latter focused more on working directly with clients, mainly because of the type of product and sales activity required for the company. Vehicle sales requires direct and intensive contact between a sales executive and client. Hence, greater focus was required to optimize…… [Read More]