workload method sales and distribution management

... understand types of sales managers • To learn objectives, strategies and tactics of sales management • To know emerging trends in sales management • To understand linkage between sales and distribution ... Introduction to Sales and Distribution Management SDM-Ch.1 Learning Objectives • To understand evolution, nature and importance of sales management • To know role and skills of modern sales managers ... Managing multi-channels Ethical and social issues Sales professionalism SDM-Ch.1 13 Linking Sales and Distribution Management • Either sales management or distribution management cannot exist, operate

Ngày tải lên: 18/01/2020, 19:00

... forecasting approaches, and methods of sales forecasting • To understand purposes and the process of sales budget SDM-Ch.3 Strategic Planning • Planning is deciding now what, how, and when we are going ... Planning, Sales Forecasting, and Budgeting SDM-Ch.3 Learning Objectives • To understand strategic planning, its linkage to strategic marketing and marketing management • To know how sales strategy ... Evolve  and? ? implement  marketing  plan  •  Marketing  functional  or  including marketing­mix strategy,? ?and? ?sales? ? management Operational  strategy planning SDM-Ch.3 • Marketing and Sales Strategies

Ngày tải lên: 18/01/2020, 19:31

... service What is? ?distribution? ?management?  SDM­ Ch 8  Tata McGraw Hill  Distribution Management • Management of all activities which facilitate movement and co-ordination of supply and demand in the ... Chapter Distribution Management & The Marketing Mix  SDM­ Ch 8  Tata McGraw Hill  Learning Objectives • Role of distribution management in the marketing mix • Why distribution channels ... Factors • The distribution strategy also needs the support and encouragement of top management to succeed • Some of the CSFs could be: – Clear, transparent and unambiguous policy and procedure

Ngày tải lên: 18/01/2020, 19:50

... Understand what retailing is all about Global retail scene and trends Indian retail scene and trends Types of retailers Trade and retail formats, trading area Retail management strategies and operations ... SDM­ Ch 10 Tata McGraw Hill  26 Merchandising • A set of activities involved in acquiring goods and services and making them available at the places, times and prices and the quantity that enable a ... retailer based on price, location, merchandise selection, fairness in dealings, helpful sales people and other services • Organized retail is growing strong and negotiating better terms from producer

Ngày tải lên: 18/01/2020, 19:57

... Service Manager Branch Sales Manager-1 Branch Sales Manager-2 Branch Sales Manager-3 Branch Sales Manager-4 Salespeople Salespeople Salespeople Salespeople Characteristics: salespeople, assigned ... Line and Staff Organisation Head-Marketing Marketing Research Manager Sales Manager Promotional Manager Area Sales Manager-1 Area Sales Manager-1 Area Sales Manager-1 Salespeople Salespeople Salespeople ... advantages, and disadvantages of each type of sales organisation SDM-Ch.5 Line Organisation Head Marketing Sales Manager Area Sales Manager1 Area Sales Manager2 Area Sales Manager3 Area Sales Manager4 salespeople

Ngày tải lên: 18/01/2020, 20:22

... it components and also rated Criterion Weightage %-X Score to 10 - Y Weighted score X*Y Primary sales 15 1.20 Secondary sales 50 3.50 Achievement of secondary sales target 20 1.40 Sales growth ... works at the sales operational level It has very little strategic intent SDM – Ch 14 Tata McGraw Hill  Sources of Data • Reports (oral and written) and records of channel members, sales people ... acquiring and placing raw data – monthly sales by each territory • Processing: analyzing data to get meaning out of it – arranging, modifying and interpreting the data by the user – comparison of sales

Ngày tải lên: 18/01/2020, 21:45

... hired sales trainees, and • Experienced / existing salespeople • Methods used for assessing training needs are: • First level sales managers’ observation • Survey of salesforce and field sales ... plan • To understand views, styles, and skills of sales leadership • To know the salespeople SDM-Ch.6 methods used to supervise Sales Training • Proper training can prepare salespeople to meet ... • Assessing sales training needs • Designing and executing sales training programs • Evaluating and reinforcing sales training programs SDM-Ch.6 Assessing Sales Training needs • Sales training

Ngày tải lên: 18/01/2020, 21:46

... Expectations from a Distributor • Merchandising and displays in the market • Secondary sales efforts and tracking – critical for fmcg and pharma (secondary sales is sales from the distributor to the ... Achieving sales targets – volume, value and packs Financial commitment on inventory and credit Investment in infrastructure – space, vehicles Manpower – front line and back office Distribution ... verticals FMCG is the most complex • Has the capacity to maximise sales and market shares • Has to ensure buying goods from the company and re -distribution to the trade SDM­ Ch 11 Tata McGraw Hill  20

Ngày tải lên: 18/01/2020, 21:54

... land, sea and air • Considerable paperwork and formalities to be completed in international trade • Logistics providers now offer complete one stop solution including distribution, invoicing and ... international markets • Pricing, financial terms and payment methods • Information gathering about target markets • Differences in distribution channels and factors influencing the choice  SDM­Ch 16 ... for distribution / manufacture • Setting up wholly owned manufacturing facilities  SDM­Ch 16  Tata McGraw Hill  11 ORGANIZING FOR INTERNATIONAL SALES • Structure depends on volume of sales and

Ngày tải lên: 18/01/2020, 21:55

... installation and after sales support • Customer service has to be done at optimum cost • Marketing channel systems are categorised as vertical, horizontal and multi-channel depending on the structure and ... difficult SDM­ Ch 9 Tata McGraw Hill  16 Distribution Channels • Take care of the following ‘discrepancies’ – Spatial – Temporal – Breaking bulk – Assortment and – Financial support SDM­ Ch 9 Tata McGraw Hill  ... Time when the product is made and when it is consumed is different – Limited number of production points but hundreds of consumers • Maruti plant in Gurgaon – cars and spares are available when

Ngày tải lên: 18/01/2020, 22:20

... a sales organisation through sales, cost, profitability, and productivity analysis • To know purposes and procedure for evaluating and controlling the performance of salespeople • To understand ... ethical, social, and legal responsibilities of sales managers and salespeople SDM-Ch.7 Salesforce Expense Plans • Salesforce expenses include travel, meals, lodging, telephone, and customer entertainment ... within sales organisations Comparisons with sales forecasts Sales Analysis (Continued) • • Sales analysis is done at all levels of the sales organisation Reasons (1) For evaluation and control: sales

Ngày tải lên: 18/01/2020, 23:03

... Management of Sales Territories and Quotas SDM-Ch.4 Learning Objectives • To understand the concept of and reasons for sales territories • To learn designing sales territories and assigning salespeople ... scheduling, and time management • To understand objectives and types of sales quotas • To learn the methods of setting sales quotas • To get insight into setting and administration of sales quotas ... predict company sales budgets and also territory sales quotas • This method should generally be used along with other methods Salespeople’s Estimate Method • Some firms ask their salespeople to

Ngày tải lên: 19/01/2020, 00:11

... knowledge of sales and relevant marketing policies in order to increase their selfconfidence and sales, and meet customers’ expectations • Typical steps in the sales process include prospecting and qualifying, ... costs and customer satisfaction? SDM-Ch.2 12 Knowing Sales Presentation Methods/Strategies Firms have developed different methods / styles / strategies of sales presentation • Stimulus response method ... needs are not uncovered and uses same standard formula for different prospects SDM-Ch.2 13 Sales Presentation Methods (Continued) • Need – satisfaction method • Interactive sales presentation •

Ngày tải lên: 19/01/2020, 01:05

... handling Order processing Parts and service support Plants and warehouse selection Procurement Packaging Return goods handling Salvage and scrap disposal Traffic and transportation Warehouse and ... and Marketing • Interface on: – – – – – – Product design and pricing Customer service policies Sales forecasts and order processing Inventory policies and location of warehouses Channels of distribution ... functions • Inventory management principles and systems • Warehousing management fundamentals • Transportation management practices • How IT enables the logistics function • Understand about the performance

Ngày tải lên: 19/01/2020, 01:46

... Chapter 13 Channel Management SDM­ Ch 13 Tata McGraw Hill  Learning Objectives • Understand how and why channel conflicts occur • Look at ways of managing ... channel conflict are: – Goal conflict – understanding of objectives by various channel members is different – Domain conflict – understand responsibilities and authority differently – Perception conflict ... objectives • Misunderstanding or mis-interpretation of routine business communication Resolving… SDM­ Ch 13 Tata McGraw Hill  17 Resolving Conflicts A Stage Process Understanding nature and intensity

Ngày tải lên: 19/01/2020, 02:56

... Organizations’ Workload- and Workforce -Management Practices 97 United Kingdom Dockyards 98 Workload- Management Strategies 98 Workforce -Management Strategies 99 European Commercial Shipbuilders 100 Workload- Management ... Shipyards fleet to fully understand the various processes, issues, and constraints faced by workload- and workforce -management planners. We asked the shipyards about their workforce -management practices ... operations and business practices are of utmost importance: Congress, taxpayers, and competing needs for limited resources demand them. e Commander, Naval Sea Systems Command (NAVSEA), asked the RAND...

Ngày tải lên: 06/03/2014, 20:20

... improve its marketing, sales, and customer support operations through a better understanding of its customers. Keep in mind, however, that the data mining techniques and tools described here ... are, not in the first week of September either, since it has to be collected and cleaned and loaded and tested and blessed. In many companies, the August data will not be available until mid-September ... Mining Was Applied Most data mining methods learn by example. The neural network or decision tree generator or what have you is fed thousands and thousands of training examples. Each of the...

Ngày tải lên: 07/04/2014, 11:16

... better models, and try again! Lessons Learned This chapter started by recalling the drivers of the industrial revolution and the creation of large mills in England and New England. These mills ... together in one place and to organize them into a methodology. The best way to avoid breaking the virtuous cycle of data mining is to understand the ways it is likely to fail and take preventative ... missing values and categorical variables that take on too many values, and to bring information to the surface by creating new variables to represent trends and other ratios and combinations....

Ngày tải lên: 14/08/2014, 11:21

... average and divide by the standard deviation to get the number of standard deviations from the average. The purpose of standardizing the values is to test the null hypothesis. When true, the standardized ... the normal distribution (with an average of 0 and a standard deviation of 1), exhibiting several useful proper- ties. First, the standardized value should take on negative values and positive ... normal distribution has two parameters, the mean and standard deviation. The mean is the observed average (5 percent) in the sample. To calculate the standard deviation, we need a formula, and...

Ngày tải lên: 14/08/2014, 11:21