| Papers [1-15] of 100 :: [Page 1 of 7] | | Go to page : 1 2 3 4 5 6 7 —> | Search results on "SALES KICKBACKS": |
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Sales Kickbacks, 2002.
A look at the increasing levels of corporate hotel kickbacks and how these need to be reduced.
1,150 words (approx. 4.6 pages), 3 sources, $ 44.95
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Abstract
A paper discussing the role of kickbacks in a hotel sales department. This paper expounds on the fact that the hospitality industry needs to revise its ethics in order to reverse the amount of kick backs.
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Sales and Sales Management, 2005.
A discussion on how to build an effective sales department.
2,025 words (approx. 8.1 pages), 6 sources, $ 80.95
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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."
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Sales Manager Motivation, 2004.
A research report to examine whether remotely-based sales managers are more motivated and effective than branch-based sales managers.
10,700 words (approx. 42.8 pages), 43 sources, APA, $ 212.95
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Abstract
With internet technology allowing for easy communication between remote locations, telecommuting becomes a feasible option for many organizations. Telecommuting is also becoming a popular option for employees, with this method of working allowing for better management of work and family demands, greater flexibility in time management, and fewer of the stresses that are associated with the work environment. This paper shows that, in theory, it appears that telecommuting is an option that is beneficial to all concerned. However, telecommuting does not always provide the many benefits expected. This paper considers and compares the option of remotely-based sales management to branch-based management, point-by-point, and the overall benefits of each are discussed. This research report determines the motivation and effectiveness of telecommuting workers and non-telecommuting workers. The study looks specifically at sales account managers employed by G.E. Capital, with the information obtained used to determine whether account managers based remotely are more motivated and effective than those who are branch-based. When overall motivation levels of the two working options are compared, remotely-based sales account managers are found to be more motivated and effective than branch-based sales account managers.
Table of Contents
Introduction
Research Objectives
Scope and Limitations
Research and Methodology
Definition
Hypotheses
Hypothesis Number One
Hypothesis Number Two
Hypothesis Number Three
Motivators
Employee Motivators
Company Motivators
Negatives for the Company
Negatives for the Employee
Telecommuting Background
New Paradigms
Factors Influencing the Leap to Cyberspace
Results of all these Factors
The Downside Risks
Training for Success
Developing Successful Telecommuting Arrangements
Telecommuting Satisfaction
Supervisory Support
Child Care
Family Disruptions
Life Satisfaction Factors
Conclusion
Appendix A: Tips for Smoothly Implementing a Telecommuting Program Appendix B: Ground Rules for Successful Telecommuting
Appendix C: Tips for Making Telecommuting Productive
From the Paper
"In fact, some companies are using electronic check-in procedures. In the United States, the federal government?s General Services Administration (GSA), the government?s office and telecommunications supply service, has implemented a plan in which employees can telecommute by using any of 17 office stations closer to their homes than the Crystal City, Virginia, main site. Workers using the system have reported more time and less stress in their lives. They also feel they are more productive. It is easy for supervisors to verify such claims. In the Nilles-type scenario, when workers arrive, they swipe a magnetic card through a scanner to enter the center. When workers reach their workstations, they type in several passwords to access personal telework centers and the GSA computer accounts they need."
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Sales Organization Plan, 2007.
This paper discusses the importance of an organization's sales plan and provides recommendations for Kudler Fine Foods.
1,306 words (approx. 5.2 pages), 2 sources, MLA, $ 44.95
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Abstract
In this article, the writer points out that an organization's sales plan is an important part of its business operations and strategies. The writer notes that it must always be borne in mind that no matter how large a firm really is, its success will always be dependent on proper utilization and correct distribution of its limited resources. The writer then maintains that a simple but effective sales plan is important and that is what is recommended for Kudler Fine Foods. The writer looks at aspects that are important with regards to the sales plan for Kudler Fine Foods. The writer concludes that the firm must not ignore its relationship building tactics in favor of making more sales.
Outline:
Fix a Sales Quota
Sales Territory
Sales Strategies
Ethical Selling
References
From the Paper
"Before the sales plan is written down, it is important for Kudler's sales staff to identify their target market. This will save time since they will be spending more energy and time in acquiring business from this section of the market. A concerted effort in any area pays off. And this is exactly what the team has to understand. Focus on the target market while spreading your wings to other potential markets."
"Identification of target market is based on many things including the image and pricing of the product. If the new product is relatively expensive, it is more likely to be consumed by higher income groups but that is not a hard and fast rule a lot depends on the type of product that is being introduced and also on the price of similar goods available in the market."
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Trash to Transportation Sales Plan, 2003.
A sales organizational plan to launch TrashWagon successfully into Trash to Transportation Technologies.
5,629 words (approx. 22.5 pages), 2 sources, MLA, $ 136.95
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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."
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Foreign Military Sales, 2002.
Analyzes the article ?The Problem with Foreign Military Sales Reinvention? by Isaiah Wilson.
1,260 words (approx. 5.0 pages), 1 source, MLA, $ 42.95
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Abstract
Foreign military sales program refers to the transfer and trade of arms and military equipment carried out by the defense industry. However, this program has been highly controversial in nature because of various national and security concerns that it gives rise to. This paper analyzes the article ?The Problem with Foreign Military Sales Reinvention? by Isaiah Wilson. This article deals with the problems connected with foreign military sales reinvention, which is currently the most important topic of debate in political circles. Foreign military sales program is an extremely important system of transfer of arms but it also poses various security threats and acts as a regulatory force where arms control is concerned.
From the Paper
"Without a national security strategy to act as the basis of FMS reinvention program, FMS is likely to turn dangerous for national interests as it is mainly ?driven by a default strategy based on consequences and customer demands and incentives.? In other fields, this customer-driven strategy works as it addresses customer needs and demands, but in the field of military trade, such strategies can prove dangerous in the long run since arms are involved. However a complete dependence on national security strategy might also adversely affect commercial interests of defense industry. For this reason, a healthy balance is to be maintained between security policy and customer-driven strategies. Reinvention of this program must therefore seek to strike a balance between the two in order to make FMS safe, feasible and viable."
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Sales Management and Strategies, 2006.
A look at strategies that sales managers can use to properly motivate and manage salespeople in the field.
984 words (approx. 3.9 pages), 4 sources, APA, $ 34.95
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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."
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Arms Sales, 2007.
This paper looks at how arms sales throughout the world have increased dramatically since the collapse of the Soviet Union.
2,071 words (approx. 8.3 pages), 4 sources, MLA, $ 65.95
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Abstract
The paper discusses worldwide arms sales during and after the Cold War. The writer explores events leading to the increase in arms sales and provides an argument that the dismantling of the Soviet Union launched an arms sales increase. The paper explains how selling arms to developing nations provides stronger countries with power because the stronger country can threaten to stop the sales or to sell to the enemy if the developing nation does not do as it is told. The paper argues that it is time to stop the cycle before the US and other nations become "bully" nations.
From the Paper
"The collapse of the Soviet Union rocked the world. The entire industrialized society tuned in to watch the dismantling of what it believed to be the stronghold on communism and many of the world's problems. Little did society realize that the dismantling of the USSR would also trigger issues that would create concerns. One of the biggest surprises that came out of the cold war and the collapse of the Soviet Union was the increase in worldwide arms sales. While most of the world viewed the dismantling and rebuilding process of the Soviet Union to be in keeping with steps towards world peace evidence has shown that since the collapse of the Soviet Union arms sale throughout the world have increased dramatically."
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National Retails Sales Tax, 2006.
This paper discusses the history of taxation in the U.S. and a proposed national retails sales tax and concludes in favor of these new systems of taxation.
5,590 words (approx. 22.4 pages), 12 sources, APA, $ 135.95
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Abstract
This paper explains that, as proposed, the national sales tax (also called the Fair Tax) would be a 15 percent sales tax on the final purchase of goods and services at the retail level and would include the abolishment of the Internal Revenue Service. The author points out that some of the arguments for the Fair Tax are that all Americans will take home their entire paycheck resulting in revenue neutrality and that there will be no tax on business inputs. The paper relates that some of the arguments against the Fair Tax are the fear of burdening the poor who spend most of their income on retail in contrast to the wealthy who invest much of the income, and the cost of implementing a system of controls.
Table of Contents:
Objective
Introduction
History of U.S. Taxes and Tax Law
War of 1812 - The First Sales Tax
Civil War Effort - The First Income Tax Law
Congress Rules Income Taxes as Unconstitutional
The Sixteenth Amendment - Income Tax made Permanent
World War One
The Great Depression
World War II - Transformation of the Tax System
1981 - The Largest Tax Cut Ever
Yearly New Tax Acts - 1986 through 1990
Tax Acts of President George Bush
World Trade Organization Rules Corporate Tax Provision Illegal
The National Sales Tax
Three Major Proposals - Alternative Reform Initiatives
Another View of the NST
Gregory (2004) agrees with Crawford (2005) most emphatically
Another Vote for Real Reform
Primary arguments of Fair Tax proponents are as follows:
Primary Arguments of Those Against the Fair Tax
Knowledge to Assist in the Comprehension of the Fair Tax Law
The Views Expressed by 'The Ways and Means Committee - Washington"
Regressive Tax System Characteristics
Discussion
From the Paper
"The proposed 'national sales tax' would be the replacement for the personal income tax, corporate income tax, and estate and gift tax and would have an impact on the U.S. economy, the national standard of living, the cost of compliance and the degree of intrusiveness of the tax system in the lives of U.S. citizens. The NST would stand in the place of all individual and corporate income tax, transfer taxes, as well as most non-trust fund excise taxes with a single 15 percent flat-rate tax on the purchase of final goods and services at the retail level. The rate of 15% would be applicable meaning that an item costing $.85 would cost a total of $1 including tax. he present income tax system in the U.S. has several defects. The National Sales Tax plan is purported to be the answer for correcting those defects."
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Sales and Distribution Issues for Toyota, 2008.
Examines a strategic problem related to sales and distribution issues at Toyota.
1,005 words (approx. 4.0 pages), 2 sources, APA, $ 35.95
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Abstract
This paper examines a strategic problem related to sales and distribution of a product across the 50 US states with a focus on the Southern states wherein a company that is technologically advanced produces enough product but does not have enough retail outlets or sales staff to adequately service its vast market. In this example, the Toyota Motor Corporation of North America is used to illustrate the issues appropriately for shareholders.
Table of Contents:
Overview
Situational Overview
Sales & Marketing Strategy
Alternative Strategies for Shareholder Review
Alternative 1
Alternative 2
Recommendation for Stockholders
From the Paper
"Shareholder approval is required for this strategy to work because Toyota is contractually obligated to its existing dealership network and cannot move away from it without incurring considerable expense because of these contractual agreements. The company simply needs to design more integrated marketing collateral that allows its existing dealership network to more effectively reach local communities; i.e. targeted Internet advertising and strategically placed web-enabled kiosks, in a fashion that new dealerships with the associated sales staff would not eat into existing dealership market share."
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The Challenge of Sales, 2004.
A look at the challenges faced by the sales personnel of Souls Inc.
1,155 words (approx. 4.6 pages), 4 sources, MLA, $ 39.95
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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."
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Sales Management, 2006.
A look at how the G. W. Pergault company might increase its on-line sales.
960 words (approx. 3.8 pages), 2 sources, APA, $ 34.95
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Abstract
This paper explains the objective of the CEO of the G.W. Pergault company to increase on-line sales as well the main obstacle to the attainment of that objective. The paper explains the reasons that the company's sales manager has not been aggressive in pursuing the CEO's objective and what possible measures the two might undertake that would be compatible with the goals of both individuals. The paper also takes a look at how customer relationship management and technology might be used in order to enhance the company's selling functions.
From the Paper
"The impact of online sales on incentive structures warrants careful consideration. For example, it might be possible to raise quotes with the expected sales increase generated by the Web, and pay the sales force for all business closed in their territories. Or, salespeople may best be allocated to larger businesses because the Web can service smaller companies more effectively and cost efficiently. This will allow sales people to focus their tme on developing relationships with the larger, more complex and more profitable accounts."
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Negotiative Sales Trainning Program, 2002.
The planning and implementation of negiotiative sales training.
3,650 words (approx. 14.6 pages), 7 sources, $ 133.95
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Abstract
This paper outlines planning and analysis of a negotiative sales training program outlining various steps that needs to be taken and developing plans for enabling sales teams.
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Sales Management, 2007.
This paper discusses sales strategies, using the example of heating, ventilation and air conditioning (HVAC) units.
1,448 words (approx. 5.8 pages), 5 sources, MLA, $ 48.95
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Abstract
The paper examines sales of industrial grade heating, ventilation and air conditioning (HVAC) units. The paper lists three potential approaches to defining territory assignments nationally for the commercially available HVAC products. The paper then makes a recommendation as to which model or approach makes the most sense.
Outline:
Introduction
Strategies for Defining Sales Territories
Summary
From the Paper
"While the company sells these HVAC units throughout all 50 states, the majority are sold in those southwestern, mid-western and southern states that typically have the highest temperatures year-round. As a result the majority of these HVAC units are sold throughout Southern California, Nevada, Arizona, New Mexico, Texas, and with heavy sales activity throughout Louisiana, Mississippi, Alabama, Georgia and Florida due to the high levels of humidity that pervade these latter set of Southern States."
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Sales Forecasting, 2004.
An analysis of the importance of sales forecasting of off-highway construction plants.
3,510 words (approx. 14.0 pages), 10 sources, MLA, $ 98.95
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Abstract
This paper examines sales forecasting techniques in general and sales forecasting techniques for off-highway construction plants in particular, as they apply to the United Kingdom, French and German markets today and over the next 10-year period. The paper presents statistics and graphs to illustrate worker productivity rates and export information.
Outline
Introduction
Statement of the Problem
Purpose of Study
Importance of Study
Scope of Study
Rationale of Study
Overview of Study
Bibliography
From the Paper
"Accurate sales forecasts can be viewed as a combination of skill and luck. According to Shelley and Wheeler (1991), "Selecting the right model with the right specificity and getting as much information as possible about the market are just two parts of the problem. Since forecasts are, by definition, a look into the future, you must say something about uncertainty" (p. 13). The uncertainty factor represents potential unknowns but managers attempt to make accurate predictions based on what is known in the real world as well as their own professional instincts and intuition. This is not to say, of course, that sales forecasters resort to metaphysical techniques to develop their analyses; it is to say that forecasters should have some idea of what could happen and its probability of occurring. "
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