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Final report course sales management

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Tiêu đề Final Report Course: Sales Management
Tác giả Trần Hồng Dương, Lê Thành Tiến, Đào Đức Huy
Người hướng dẫn Mr. Nguyen Duc Cong
Trường học University of Economics and Finance
Chuyên ngành Sales Management
Thể loại final report
Năm xuất bản 2023
Thành phố Ho Chi Minh City
Định dạng
Số trang 82
Dung lượng 7,23 MB

Cấu trúc

  • I. Introduction (10)
  • A. Company profile (0)
  • B. History of formation and development (10)
  • C. Vision, mission and core value (11)
    • 1. Vision (11)
    • 2. Mission (12)
    • 3. Core -value (12)
  • D. Apple’s product (12)
  • E. Slogan (14)
    • 1. Advantages (14)
    • 2. Disadvantages (15)
    • 3. Proposal (15)
    • II. Sales Organization (16)
  • A. Define Of Sales Organization (0)
  • B. Purposes Of Sales Organization (16)
    • 1. To Permit the Development of Specialists (16)
    • 2. To Assure that All Necessary Activities Are Performed (17)
    • 3. To Achieve Coordination or Balance (17)
    • 4. To Define Authority (0)
    • 5. To Economize on Executive Time (18)
  • C. Setting Up A Sales Organization (0)
    • 1. Defining Objectives (0)
    • 2. Delineating the necessary activities (18)
    • 3. Grouping activities into "jobs" or "positions." (18)
    • 4. Assigning personnel to positions (18)
    • 5. Providing for coordination and control (18)
  • D. Basic Types Of Sales Organization Structures (0)
    • 1. Functional Structures (21)
    • 2. Geographic Structure (21)
    • 3. Market-Based Structure (22)
    • 4. Product Sales Force Structure (23)
    • 5. Combinational Sales Structure (23)
  • E. Apply (25)
    • III. Sales target and budget (27)
  • A. Sales Target (27)
  • B. Classification of sales targets (0)
    • 1. The goal of increasing sales and output (27)
    • 2. Market development goals (27)
    • 3. Customer development goals (27)
    • 4. Target for market share (28)
    • 5. Profit target (28)
    • 6. Customer retention goal (28)
  • C. How to build sales targets (28)
    • 1. Top-down process (28)
    • 2. Management process according to MBO objectives (28)
    • 3. Sales objectives must be formulated to meet SMART standards (28)
    • 4. Apply (29)
  • D. Sales budget (30)
    • 1. Methods for determining the sales budget (31)
    • 2. Sales budget content (31)
    • IV. SALE STAFF RECRUITMENT (34)
  • A. Overview (34)
  • B. Company Sales Personnel (34)
  • C. Recruitment process (34)
    • 1. Personal Recruiting (35)
  • D. Selection Process (36)
  • E. Pre-interview screening and Preliminary Interview (0)
  • F. Formal Application (38)
  • G. The interview (38)
  • H. Internal Recruitment (0)
    • I. External Recruitment (0)
  • J. Job Requirements (44)
    • 1. Sales Staff (32)
    • 2. Sale Manager (45)
    • 3. Advantages (47)
    • 4. Disadvantages (47)
    • 5. Proposal (48)
    • V. SALE STAFF TRAINING (49)
  • A. Building sales traing program (49)
  • B. Defining training aims gentals (0)
  • C. Identifying Initial Training Needs (0)
  • D. Job specifications (0)
  • E. Trainee's background and experience (50)
  • F. Sales-related marketing policies (50)
  • G. Product Knowledge (0)
  • H. Selling Skills (51)
    • I. Markets (51)
  • J. Company Information (52)
  • K. Selecting training methods (52)
    • 1. The Lecture (52)
    • 2. Demonstrations (52)
    • 3. Role Playing (52)
    • 4. Case Discussion (53)
    • 5. Impromptu Discussion (53)
    • 6. Gaming (54)
    • 7. On-the-Job Training (54)
    • 8. Online Courses (55)
  • L. Executing the training program (55)
    • 1. Who Will Be the Trainees? (55)
    • 2. Who Will Conduct the Training? (55)
    • 3. When will the Training take place? (56)
    • 4. Where will the Training site be? (57)
    • 5. Instructional Materials and Training Aids (57)
  • M. Training Program (59)
    • 1. Sale Staff (59)
    • 2. Sales Assitant (60)
  • N. Advantages (61)
  • O. Disadvantages (61)
    • VI. MOTIVATION (62)
  • A. Motivate (62)
  • B. The importance of motivating work (63)
  • C. Maslow’s hierarchy of needs theory (63)
  • D. Herzberg’s motivation-hygiene theory (63)
  • E. Vroom’s expectancy theory (63)
  • F. Self-determination theory (63)
  • G. Motivating new recruits (64)
  • H. Benefits & Incentives (0)
    • I. Job Satisfaction based on relational approaches (65)
  • J. Motivational properties of task goals (65)
  • K. Incentive compensation system (65)
  • L. Advantages (66)
  • M. Disadvantages (66)
  • N. Comments and suggestions (66)
    • VII. Evaluation (66)
  • A. quantitative performance standards (66)
    • 1. Quotas (66)
    • 2. Selling expense ratio (67)
    • 3. Territorial net profit or gross margin ratio (67)
    • 4. Territorial market share (67)
    • 5. Sales coverage effectiveness index (67)
    • 6. Call- frequency ratio (68)
    • 7. Calls per day (68)
    • 8. Order call ratio (68)
    • 9. Average cost per call (68)
    • 10. Average order size (69)
    • 11. Nonselling activities (69)
    • 12. Multiple quantitative performance standard (69)
  • B. Qualitative Performance Criteria (0)
  • C. Apply (69)
    • VIII. Sales process (73)
  • A. Prospecting (73)
  • B. Pre-Approach (74)
  • C. Approach (74)
  • D. Need identification (0)
  • E. Presentation (75)
  • F. Handling Objective (0)
  • G. Closing the Sales (0)
  • H. Implementation/Flow-Up (75)
    • I. DISC (76)
      • 1. Dominance (76)
      • 2. Influence (76)
      • 3. Steadiness (77)
      • 4. Compliance (77)
  • J. Sales scenarios (77)
    • 1. Tele Sale (78)
    • 2. Meeting (79)

Nội dung

Top man- omnagement, of course, defines the long-run objectives for the company, and from these, the general, or long-run, objectives for the sales department are derived.. APPLY Figure:

Introduction

Business name: Apple Inc (Common Abbreviations: AAPL)

Address (Head office): One Apple Park Way, Cupertino, CA 95014, United States Founded: April 1, 1976; 47 years ago in Los Altos, California, US

Founder: Steve Job, Steve Wozniak, Ronald Wayne

Website: https://www.apple.com

Products: Consumer electronics, computer hardware, software, digital distribution Services: Apple Store, iTunes Store, Apple Music, iCloud, Apple Pay, Apple TV+, Apple Arcade, Apple News+

Apple Inc., a leading multinational technology company based in Cupertino, California, was founded in 1976 by Steve Jobs, Steve Wozniak, and Ronald Wayne Renowned for its innovative products such as iPhones, iPads, Macs, Apple Watches, and services like iCloud and Apple Music, Apple has established itself as a pioneer in the personal computer and consumer electronics markets The company is celebrated for its distinctive design, user-friendly interfaces, and commitment to high-quality goods, which have garnered a loyal global following Additionally, Apple is dedicated to environmental sustainability, aiming to reduce its carbon footprint and achieve 100% renewable energy usage in its operations.

Apple's iconic tagline, "Think Different," was introduced in 1997 as part of a marketing campaign that reflects the company's commitment to challenging the status quo This phrase encapsulates Apple's ethos of promoting originality, creativity, and individuality, highlighting its dedication to innovation and forward-thinking ideas.

Apple's logo embodies a sleek and minimalist design that reflects the company's commitment to elegance, simplicity, and user-friendliness The iconic black apple, enhanced by a monochromatic color scheme, amplifies its timeless appeal Symbolizing creativity, excellence, and innovation, the logo is a key element of Apple's brand identity.

The slogan "Think Different" and the iconic bitten apple logo encapsulate Apple's fundamental values of innovation and creativity, reflecting the company's dedication to inspiring individuals to challenge the status quo and transform the world through technology.

B HISTORY OF FORMATION AND DEVELOPMENT

1976: Steve Jobs, Steve Wozniak, and Ronald Wayne launched Apple in California in 1976, focusing on personal computers

From 1977 to 1983, Apple launched the Apple II, which provided essential funding for research and development, but the Lisa, introduced in 1983, failed to gain significant market traction Between 1984 and 1997, Apple released the Macintosh, the first successful personal computer with a graphical user interface, but struggled until Steve Jobs returned in 1997, leading to the debut of the iMac in 1998 From 1998 to 2007, Apple shifted its focus to consumer electronics with the introduction of the iPod in 2001 and iTunes in 2003, culminating in the revolutionary launch of the iPhone in 2007, which transformed the mobile phone industry.

Since 2008, Apple has consistently driven innovation with key products like the iPad (2010), Apple Watch (2015), and AirPods (2016), while also expanding its services Notably, in 2018, Apple made history as the first publicly traded company to reach a market valuation of $1 trillion.

C VISION, MISSION AND CORE VALUE

Apple's vision has been pivotal to its success in the technology industry, driving the company to provide advanced technology to the masses From its beginnings in high-performance personal computers to its current status as a global leader in consumer goods and services, Apple has consistently emphasized creating products that are both practical and aesthetically pleasing This commitment to excellence and innovation has established Apple as a household name, garnering a loyal worldwide customer base Understanding the evolution of Apple's vision is essential to grasping its ongoing influence on technology and design.

In the 1970s and 1980s, Apple aimed to develop high-performance personal computers designed for individuals, businesses, and educational institutions The company prioritized making technology more accessible and user-friendly, with a mission to empower people through innovative tools that support their goals and aspirations.

In the 1990s, following Steve Jobs' departure, Apple encountered financial challenges and struggled to regain its stability Despite these difficulties, the company maintained its commitment to innovation, particularly in software platforms like Mac OS, and launched the Newton personal digital assistant While Apple's core mission persisted, the focus increasingly turned toward software development and broadening its product range.

In the 2000s, under Steve Jobs' leadership, Apple transformed its focus to consumer electronics, introducing iconic products like the iMac, iPod, iPhone, and iPad, with a vision to blend functionality with beauty and simplicity Today, Apple continues to prioritize delivering the best user experience through its integrated hardware, software, and services, aiming to enrich lives, boost productivity, and foster creativity while emphasizing innovative technology that benefits individuals and society as a whole.

Apple's mission is to design innovative products and services that enhance lives and positively impact society The company strives to deliver an exceptional user experience by integrating hardware, software, and services, making technology accessible and intuitive for all Committed to pushing the limits of creativity and innovation, Apple focuses on creating aesthetically pleasing and functional products while prioritizing environmental sustainability and minimizing their ecological footprint Ultimately, Apple's goal is to improve lives and contribute to a better world through technology.

Customer focus: Apple's focus is on providing the best possible user experience to its customers through its products, services, and support

Innovation: Apple constantly strives to create innovative products and technologies that change the way people live and work

Design excellence: Apple's products are known for their sleek, elegant, and functional designs that prioritize both form and function

Simplicity: Apple's products are designed to be easy to use, intuitive, and accessible to a broad range of users

Sustainability: Apple is committed to reducing its environmental impact and improving sustainability across its operations, products, and supply chain

Apple's flagship product, a smartphone with a range of features, including a high-quality camera, advanced security features, and access to the App Store

A tablet computer provides a larger display and enhanced processing power compared to a smartphone, allowing users to enjoy a richer experience With access to the App Store, it offers a wide range of applications, and it can seamlessly connect with accessories such as the Apple Pencil for added functionality.

Apple's line of personal computers, including the MacBook, iMac, and Mac Pro, are designed for both personal and professional use

A smartwatch that provides fitness tracking, notifications, and the ability to control other Apple devices

Wireless earbuds that offer a high-quality audio experience and seamless integration with other Apple products

A streaming device that allows users to access a variety of content, including movies, TV shows, and music, from streaming services like Netflix and Apple Music

Apple provides a diverse array of software and services alongside its hardware offerings, featuring the iOS and macOS operating systems, the App Store, iCloud for storage and backup, as well as Apple Music and Apple Pay.

The iconic bitten apple logo of Apple Inc., designed by Rob Janoff in 1977, is among the most recognizable logos globally Over the years, it has seen only minor revisions This logo symbolizes knowledge, drawing inspiration from the biblical story of Adam and Eve in the Garden of Eden, and represents the pursuit of knowledge and the challenge to conventional thinking.

The slogan "Think Different" alongside the iconic bitten apple logo encapsulates Apple's core values of innovation, creativity, and defiance of the status quo These elements reflect the company's dedication to empowering individuals to embrace unique perspectives and transform the world through technology.

Vision, mission and core value

Slogan

Purposes Of Sales Organization

Setting Up A Sales Organization

Basic Types Of Sales Organization Structures

Apply

Classification of sales targets

How to build sales targets

Sales budget

Recruitment process

Internal Recruitment

Job Requirements

Selling Skills

Selecting training methods

Executing the training program

Training Program

Disadvantages

Benefits & Incentives

Comments and suggestions

quantitative performance standards

Apply

Implementation/Flow-Up

Sales scenarios

Ngày đăng: 05/02/2025, 20:04

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