This paper explores the wide-reaching implications of the Dell Computer Corporation direct model for the entire computer industry as presented in "Matching Dell" by Jan W. Rivkin and Michael E. Porter.
Abstract This paper explains that the Dell Computer Corporation direct model strategy stands out not only because of its elimination of middlemen but also because each computer is custom-designed and made-to-order per the customer's needs. The author points out that the corporation has threatened to undermine years of hard work by industry stalwarts such as IBM and Compaq because most of Dell's competitors manufacture machines to suit the needs of their retailers, resellers or distributors who in turn interacted with customers. The paper concludes that, rather than try to imitate Dell's model, companies with well-established names like IBM, HP/Compaq and Gateway should continue to thrive in their sectors while at the same time coveting more corporate accounts, creating more custom-made computers, easing away from the assembly line and offering the personalized PC purchasing experience for which Dell has become so famous.
From the Paper "Software is installed in a separate stage of the manufacturing process, and Dell offers specialized services for companies that require the installation of proprietary software. Companies like HP/Compaq would do well to hone the manufacturing process and shift away from the assembly-line. Customized "cell" production makes for a more stable system that is also tailored to the needs of the user. Also, when an order is placed, a list of parts is compiled and sent to the manufacturing plant located closest to the consumer."
Abstract This paper is a sales organization plan for a new sales organization within an already established company. The paper focuses on the new product, TrashWagon, within Trash to Transportation Technologies. The plan addresses supply problems, quality control issues, and customer service shortcomings, in order to ensure a successful product launch.
Table of Contents:
Introduction
Product
Target Markets
Channels Of Distribution
Sales Organization
Territory Management
Internal Sales Organization
External Sales Organization
Budget Plan
Year One Sales Forecast
Budget Administration
Sales Associate Staffing
Training
Motivation/Incentives/Compensation
Customer Service/Satisfaction
E-Business
Code of Ethics
Administration and Account Management
Forecasting Utilizing Market Research and Technology
Conclusion
From the Paper "Trash to Transportation Technologies is a developing a new organization to sell the TrashWagon, a hybrid vehicle that operates on trash-based fuel in urban areas where such fuel exists. Not restricted to urban use, the TrashWagon can also operate on traditional fossil fuels, so despite its unique features it can operate virtually anywhere a conventional vehicle can.
Since Trash to Transportation Technologies has been driven by research and development until this point, the implementation of a sales department is the next step for the company before beginning to conduct business. Rather than develop the product to sell through distributors or wholesalers, Trash to Transportation Technologies has decided to sell the product through TrashWagon retail outlets using its own sales force. Management staff that has previously concerned itself with raising capital for research and organizational funding, will now be developing the sales organization."
Abstract The paper discusses the importance of the sales department and how to use sales management strategies to develop a functional department in the organization. The paper gives particular emphasis to the strategy of utilizing sales teams and team structures in building a sales department. The paper concludes with a case study examining sales team management in the international industrial products industry.
From the Paper "Sales, selling and sales management are some of the most important functional areas in any enterprise. Without this important component an organization's products or services are only available through chance customer encounters and leaving a company's revenues to the chance encounter with a customer is untenable and bad business. This precept is especially important and magnified tenfold in the international setting and in dealing with industrial products where both the market and the consumer may be far removed and culturally separate. Yet, to a certain degree the product and industry, as well as the market, in reference to sales, remains somewhat irrelevant in that any industry in any market requires effective sales departments and strategic sales management because this functional area is directly related to an enterprise's revenue."
Abstract This paper describes three popular ways that sales managers are using to monitor and control the daily activities of their subordinate salespeople in the field. The paper explains that these methods encourage sales staff to target specific clients rather than extend a wide reach of cold calls, stress solutions to specific customer problems, generate demand by highlighting specific customer problems and establish sales employee incentives on long-term performance rather than short-term sales.
Table of Contents
Saving Time by Segmenting the Market
Problem-Solution
Motivating the Staff on a Long-Term Basis
From the Paper "Mark Hendricks in Entrepreneur magazine recently noted the increased popularity of 'time management' sales strategies in a less sales-friendly market. Using segmented and targeted research while deploying salespeople stragetically, hiring more of salepeople in general to target different market segments, "and investing more in training, supervision and technology to support sales," is now a popular managerial technique. This 'time management' strategy, or time compression, was born of an economic enviroronment boasting "savvier but less patient customers" and "the availability of more but sometimes less qualified candidates for sales jobs." (Hendricks, 2002, p.1) For instance, phamecutical companies like Pfizer now often have more drug representatives with fewer drugs under their care, and specific staff that highlight doctor's offices, while other salespeople market different products or different doses of drugs or sales packages to hospitals."
Tags: time, management, sales-friendly, segmented, targeted, research, training, supervision, technology
Abstract This paper discusses the loan sale market and the participation of two different banks, the Bank of Montreal, and the Bank of Nova Scotia, noting that loan sale takes place when a financial institution originates a loan and then sells it to another institution. The paper further discusses how when loans are sold or traded, no new securities are created. The loan sale market is the market through which such transactions are made, and various institutions engage in this sort of transaction. As a rule, this means that a larger bank helps out a smaller bank and so reduces the risk to the smaller bank.
Abstract This paper discusses the cultural comparison, political economy of health and healthcare and ethno-medical practices relating to the sale of human organs for transplant. The author stresses the ethical questions relating to this practice. The paper analyzes issues of supply and demand.
From the Paper "The need for human organs suitable for transplant greatly exceeds the supply. According to Robyn Shapiro writing in "Human Rights Journal of the Section of Individual Rights Responsibilities", more than ... Americans are on waiting lists and more than a dozen die each day because a needed organ is not available for transplantation. Shapiro explains that the sale of organs is prohibited in the United States under The National Organ Transplant Act. This Act makes it a federal crime to knowingly acquire receive or otherwise transfer any ..."
Tags: organ sale, organ donation, UNOS, supply and demand, india, human rights, informed consent, shortages, federal regulation
Abstract This paper details the planning and development of a sales meeting for a fictional company selling simulation software. The company aims to sell their software to a fire department. The paper discusses steps to be taken before the meeting; provides an outline for the meeting; develops ideas for a demonstration worksheet; identifies the closing method to be used, and describes what follow-up activities will be undertaken.
From the Paper "Before meeting with Dennis Gorman to discuss the possibility of the Monroe Fire Department's purchase of Innovative Software Products simulation software in order to more safely and effectively train its firefighters, I will be undertaking the following steps. The first step which I will need to undertake is a review of comparable software that is currently on the market. One of the top such software packages is NIST's Fire Dynamics Simulator and Smokeview program. Some of the important features of this software include: "3D smoke, compression, arbitrary paths or tours through a Smokeview scene, data chopping, smoke detector activation, parallel processing, multiple meshing, and layer height" ("FDS/Smokeview Pages"). I will need to be well-acquainted with these features and strengths of competing software in order to better sell our potential package to Chief Gorman and his department."
Abstract This paper explains that the existence of a union within a team culture can be detrimental to promoting the fundamental concepts of self-directed teamwork. The author points out that, while it would seem that the political problems could possibly be overcome as trust builds over time, the basic problems are the seniority provisions of collective bargaining agreements versus the basic concepts of self-directed teamwork. The paper states that, as long as the seniority rules with respect to job promotions and craft boundaries continue to exist, unionized companies will never be able to fully realize the benefits of a self-directed team-based work force and, if not corrected, unionized companies will continue to pay out huge production bonuses but only get a fraction of the pay off.
Table of Contents
Terms Defined
The Issue of Union Seniority versus Team Culture
Union Politics
Conclusion
From the Paper "In the 1980's, while American manufacturing companies were utilizing organizational charts and multi-layered management personnel, foreign countries were restructuring their organizations to be streamlined, flexible, and responsive to customer needs. Consequently, American manufacturers lost a significant amount of business to the foreign markets. Many of the foreign manufacturers were practicing the principle that each employee had unused potential and that all organizations could run leaner by encouraging greater levels of employee participation. Manufacturers began to realize that to meet the demand for shorter delivery time and higher customer satisfaction, employees at the lower levels would have to become more responsible for the outcome of the product."
Abstract This essay answers the question of whether we live in a society dominated by other directed people. It suggests that we do live in an other directed society. The film 'Fight Club' is used in conjunction with arguments made by academics to prove this central argument.
From the Paper "Sociologists, anthropologists, political scientists and a whole range of other researchers have been struggling with the question of what type of society we live in. Many of these researchers have taken a special interest on what informs and motivates individuals. In particular many of these researchers are interested in whether society is being dominated by other directed people."
Abstract This paper addresses foreign direct investment in India. It discusses laws and regulations, pros and cons from the legal side, restrictions on FDO, and advantages or disadvantages of building a plant in India to manufacture scooters.
From the Paper "According to an essay published on the Government of India's Ministry of Finance website in recognition of the importance of Foreign Direct Investment FDI in stimulating economic growth, the government of India has been reforming laws ..."
Tags: FDI, foreign direct investment, india, free trade, protectionism, taxation, government intervention
Abstract This paper explains the way direct relationship investments are established. The author points out the effects of globalization and the emergence of new trade relationships to economics. The paper relates FDI patterns and major trends.
From the Paper "The International Monetary Fund (IMF) defines foreign direct investment (FDI) as a category of international investment, reflecting the objective of a resident in one economy, the direct investor, obtaining a lasting interest in an enterprise resident in another economy, the direct investment enterprise. The lasting interest implies that a long-term relationship between the parties is desirable and that there will be significant degree of influence by the investor on the management of the enterprise. A direct investment relationship is established when the direct investor ..."
Tags: foreign direct investment, developing nations
This case study discusses Avon's needs to implement innovative marketing strategies against increasing competition from other direct marketers and the cosmetics' retail industry.
Abstract This case study analyzes Avon as a company and as a strategy maker. The author found that Avon is mostly inclined towards the differentiated defender strategy at the moment as this choice will help Avon defend its existing position in the mature cosmetics industry while it initiates some line extensions strategically targeted towards the latest predominant makeup consumers: teens. In addition, the author finds that Avon possesses superior marketing skills that no other direct marketer has being able to reach in the U.S. market or abroad. These include tracking consumer-changing needs, maintaining customer awareness and loyalty, and having a strong customer relationship. The latter will continue to improve since new channels of communication are being currently developed such as 800 numbers, websites and other computerized systems that will also encourage more representatives to do their best job in order to increase their income.In conclusion, Avon will continue to increase her sales and the number of sales representatives if she sticks to this strategy.
Table of Content:
Situation Analysis
Major Problem
Company Background
Industry Profile
SWOT Analysis
Objectives
Alternatives
Decision
Bibliography
From the Paper "Avon Products, Inc is the largest manufacturer and direct marketer of cosmetics, fragrances, toiletries, and costume jewelry. Its global brands include: Anew, Avon Color, Avon Skin Care, Far Away, Rare Gold, Perceive, and Women of Earth. Avon's corporate vision ?to be the company that best understands and satisfies the product, service and self-fulfillment needs of women globally,? has positioned the company as the "best place" for consumers to buy and the "best place" for women to sell. In 1991 Avon had 1,120,000 active sales representatives operating globally."
Abstract This paper examines how, with the challenges of a progressively more competitive and cost aware atmosphere, sales organizations are reevaluating their strategy to consumers. It looks at how, with growing regularity, sales practitioners are being directed to widen and uphold long-standing relationships with consumers and how these views are expressed by a person in the sales force of Souls Inc. It analyzes the views expressed by the salesman about the three main challenges faced in carrying out the job, the significant changes that have taken place in the past five years, and the changes expected in the next five years.
From the Paper "In accordance with the salesman, Sales departments are computerizing fast. They have had laptops, as well as cellular phones for the past 5-6 years, certainly, but they are now loading up with superior contact-management software, as well as connecting salespeople into company-wide networks. Sales representatives can download information directly into the company database and, if the telemarketers are connected up too, the salesmen can find out what instructions, requirements and grievances their customers have made whilst they were elsewhere. Sales managers are getting more inclusive, appropriate and consequential information, as well as the requirement for bookkeeping support has fallen noticeably."
