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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 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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Sales Management, 1997.
Examines role & tools of hypothetical manufacturing firm's sales manager. Product, performance, territories, quotas and training.
1,800 words (approx. 7.2 pages), 5 sources, $ 63.95
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From the Paper
"Introduction
The athletic shoe market is no longer the strict province of the professional athlete. Weekend athletes and those who do not participate in any sports wear athletic shoes. Nor have the athletic shoes remained all-purpose: there are shoes for walking, running (on grass and hard surfaces), bicycling, tennis and so on. The variety of shoes available and the fact that athletic shoes are now considered acceptable leisure attire means that the industry has grown tremendously during the 1980s and early 1990s. The industry as a whole had sales in excess of $10.1 billion in 1994, with 1995 sales expected to approach $11.5 billion (Rindos, 1995, p. 1668). This research considers the recent performance of one American shoe manufacturer, Converse, and evaluates the strategic marketing concepts it should evaluate..."
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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 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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Hospitality Management, 2002.
An introduction and summary of hospitality management.
13,100 words (approx. 52.4 pages), 0 sources, MLA, $ 248.95
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Abstract
This paper examines the hospitality industry, one of the largest industries in both global and national contexts. It looks at how the industry is composed of fifteen segments including lodging (hotels), commercial food service (restaurants and catering), institutional food service, casinos, cruise lines, travel agency services, event services, convention hosting, arena services, sport complex management, resorts, parks, clubs, tourism and transportation services related to the other segments of the industry. It show how this complex industry accounts for more jobs, sales and tax revenues than any other single industry in most countries and how the segments of the hospitality industry are interdependent and rely on one another for overall success.
Outline
Introduction
Defining Hospitality
Importance of Industry
Structure of Text
Tourism, Travel and the Hospitality Industry
Status of the Industry
Importance to Hospitality
Agency Relations Trends
Property Development
Development
Design
Acquisition and Financing
Creating Value
Brand Management
Franchising
International Operations
Tourism, Travel and the Hospitality Industry
Status of the Industry
Importance to Hospitality
Agency Relations
Trends
Property Development
Development
Design
Acquisition and Financing
Creating Value
Brand Management
Franchising
International Operations
Strategic Management
Industry Relationships
External Environment
Importance of Change
Planning
Finance Management
Revenue Control
Yield Management
Cost Control
Financial Statement Analysis
Balance Sheet
Income Statement
Cash Flow Statement
Legal Issues
Contract Law
Liability Exposure
Diversity Issues
Discrimination Law
Employment Law
Information Management
Computer Systems
Data Management
Data Analysis and Application
Operational Technology
Check-In and Check-Out
Security Technology
Guest-Oriented Technology
Guest Room
Technology
Special Facilities
Operations Management
Security and Loss Prevention
Sanitation Issues
Maintenance Management
Energy Management
Organizational Management
Organizational Structure
Organizational Behavior
Organizational Communication
Organization of Work
Human Resource Management
Functions
Recruitment and Retention
Compensation Management
Marketing Management
Planning
Strategy Development
Promotion
Sales Management
Developing Customer Value
Lodging Management
Food and Beverage Management
Casino Management
Event Management
Conventions
Conferences
Resort Management
Professional Standards
Codes of Conduct
Best Practices
Benchmarking
From the Paper
"In 1988, tourism once again began a rise. This time, however, the crisis in the Middle East that eventually erupted into the Gulf War brought tourism to a screeching halt. When the Gulf War ended, tourism was once again expected to begin a growth phase. By that time, however, the United States had entered into another economic recession, and economic activity in most of the other industrial nations had begun to slow. At that time, recovery in the travel industry was not expected to occur until the mid-1990s."
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Management Information Systems, 2002.
The paper analyzes the Point of Sale (POS) inventory management system used by retailer Wal-Mart to keep inventory and labor costs low while increasing the accuracy of their inventory management.
3,108 words (approx. 12.4 pages), 7 sources, MLA, $ 90.95
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Abstract
The paper looks at how inventory management systems benefit large firms and examines how Wal-Mart's information system functions. The paper explores the effect of the management information system on its users and focuses on the software specifically designed to support the team approach essential to the organization. The paper also discusses the necessity for creating a model for the system prior to its creation.
From the Paper
"Much of the action required to operate and manage inventory levels with this system is back up, verification, and system maintenance. Strict government regulation regarding computerized pricing practices mandate that retailers keep the marked priced on the products as well as maintain the computer database. Managing this dual pricing system is time consuming. Actual inventory levels must be checked against computer records on an ongoing basis in order to ensure proper inventory levels on every item. At a corporate level, this sales and inventory information can be used to determine items to carry, discontinue, feature on special, etc."
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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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Management, 2005.
This paper explores the issue of how to manage salespeople and increase business profit.
4,275 words (approx. 17.1 pages), 8 sources, $ 169.95
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Abstract
The paper reviews a total of eight articles on sales, management, motivation, organization, setting goals, successful implementation techniques articles, all of which show some of the issues to be considered by managers of the small and large company today. The paper highlights how they also make recommendations for how to manage better and increase the business of the company.
From the Paper
"Kahle (1997) examines the issue of how to manage salespeople and get them to do what is wanted, recognizing that salespeople are capable of doing more than has been asked of them in the past and that there is a need for more effort in a changing business environment. In addition to making sales, the salespeople should get to know the administrative people at the businesses they serve and learn more about the bosses of their contacts. Kahle believes that sales managers should encourage their people to follow this course and that they have to learn to see to it that their salespeople become a vital information source for the company. To achieve this, however, the manager has to learn how to manage salespeople, which is an art in itself."
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Change Management, 2006.
This paper examines change management at a fictitious e-retailing company, BESTPRODUCTS, which is struggling with its day-to-day operations and supply chain management.
1,820 words (approx. 7.3 pages), 12 sources, APA, $ 58.95
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Abstract
This paper explains that the supply chain process of BESTPRODUCTS can be improved by developing and implementing (1) an electronic data interchange (EDI) system to receive requirements and orders from large customers and to send requirements and orders to vendors and (2) a new website to show real-time inventory available for sale and customer order status. The author points out that the company needs to change the layout of its website and make it more customer friendly and attractive in order to provide a unique customer experience. The paper stresses that, to utilize each of it resources optimally, BESTPRODUCTS needs a system that can integrate all of it resources management---hardware, software, manpower, management and money.
Table of Contents:
Introduction
E Commerce
Supply Chain Management an Overview
Porter's Value Chain
Making Change at BESTPRODUCTS
Resource Management
Steps to be Taken to Implement the Change
Conclusions
From the Paper
"There is no doubt that the future belongs to e-commerce and BESTPRODUCTS, Inc. is quite aware of this fact. The company has adapted to electronic commerce through the use of Electronic Data Interchange (EDI) since its inception; however, the increasing speed of data transmission and increasing penetration of Internet and the World Wide Web has opened up many more possibilities for the company. It is very easy for a company to link to any other company or customer without the need for private communication networks."
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Management By Objectives, 1990.
This paper examines the procedure for implementing a Management By Objectives MBO program in a sale organization.
1,350 words (approx. 5.4 pages), 4 sources, $ 47.95
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From the Paper
"This report examines the management technique known as Management by Objective (MBO), with particular consideration of the procedure for instituting an MBO program in a sales-oriented organization.
Management by Objectives, or MBO, means, in its simplest terms, exactly what the name implies: so managing as to direct organizational efforts towards the achievement of specific goals. So stated, it sounds both simple and obvious, but it is often difficult to put into practice, as suggested by the popular saying that "when you're up to your neck in alligators, it's difficult to remember that your objective was to drain the swamp". All too often, managers find themselves neck-deep or deeper in immediate problems and crises, and overall objectives, which seem so distant, get lost sight of. The art of Management ... "
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Total Quality Management, 2004.
An extensive analysis of the productivity improvement of line workers in a private company by using Total Quality Management (TQM) principles.
10,583 words (approx. 42.3 pages), 60 sources, MLA, $ 211.95
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Abstract
This paper focuses on the aspect of Total Quality Management and its application to line workers in a corporate for profit organization. The paper examines how TQM principles can motivate line level employees in a corporate environment to be more productive and compare this with line employees who are not lead by TQM methods. The paper reviews the concepts of extent of training and education of the workforce that is needed, performance measures used and productivity increase within the facility, employee motivation and empowerment requirements and industry competitiveness and market tolerance of quality.
Table of Contents
Chapter 1: Introduction
1.1 Statement of the Problem
1.2 Methodology
Chapter 2: Literature review
2.1 Concepts of Quality Management
2.2 Importance of Worker Participation and Motivation
2.3 Training & Communication
2.4 Knowledge Management in TQM
2.5 Leadership in TQM
2.6 Quality Management and Product Sales
2.7 Chapter Summary
Chapter 3: Methodology
3.1 The Selection of a Non-Data Collection Methodology
3.1.1 Methods Used for Data Collection
3.1.2 Importance of Quasi Studies and Statistical Requirements
3.1.3 Errors in Data and Methods of Rectification
3.2 Descriptive Thesis Study Methodology Adoption
3.3 Summary
Chapter 4: Research Findings
4.1 Impact of TQM in Organizations
4.2 Summary
Chapter 5: Summary, Recommendations and Conclusion
5.1 Conclusion
5.2 Recommendations
5.3 Summary
Chapter 6: Bibliography
From the Paper
"Total Quality Management (TQM) has been defined by Juran as "a structured process for establishing long-range goals, at the highest levels of organization, and defining the means to be used to reach those goals" (Juran, 1992) Shores identifies the management functions of commitment, leadership, customer focus, total organizational participation and the constant systematic analysis that are required to ensure that the TQM systems are effective in organizations. (Shores, 1990) TQM is observed to have a positive impact on the performance of the organization and the competitive. When used as a strategic business tool to improve productivity of the organization and the quality of the product created, the benefit gained from the implementation is very far-reaching. (Escrig-Tena, 2004)"
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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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E-Commerce and Treasury Management, 2005.
An analysis of the effects of e-commerce on treasury management.
1,820 words (approx. 7.3 pages), 8 sources, MLA, $ 58.95
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Abstract
The purpose of this work is to give an adequate description of how innovation in electronic-commerce, or e-commerce has affected treasury management, specifically "Working Capital Management" and what effect the Internet has had on this area. It also explores the effects that the Internet has and will continue to have in terms of cash cycle management inclusive of sales, credit, delivery, invoicing and payment.
Outline
Statement of Thesis
Introduction
Conclusion
From the Paper
"Treasury Management via the Internet offers flexibility not known before now and most particularly so in view of management of "Working Capital". The cohesive and interactive aspects of the Internet monitoring and data connecting functions gives a brand new dimension to tracking working capital within a corporation. In the previous processes, where several locations spread across the nation would attempt to reconcile on a periodic basis to render reports reflecting the balancing and accounting of the company finances, there was not, at any point in time, a "real-time" accounting. . This "real-time" accounting in financial management process allows for not only more accuracy but also for the noting of potential cashflow or working capital restrictions or problems long before the chance is given for culmination into larger problems for the business. "
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Synergy, Solutions & Sales, 2001.
The following paper examines the three keys to success in modern IT management.
2,530 words (approx. 10.1 pages), 6 sources, MLA, $ 76.95
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Abstract
This paper explores how well-established, traditionally successful enterprises enjoy a continued degree of prosperous production and financial success until they refuse to modernize. This paper contends that companies that cling to the "old ways" of business operation in spite of a marked decline in both production and sales face rapid decline in the fast-paced era of conventional business.
Table of Contents
Introduction
Changing Course
Synergy ? Striking the Right Combination,
Financial System Solutions ? Integrating Multi-Level Management,
Sales ?Gaining the Edge in a Globalized Market
Conclusion - Smooth Sailing
From the Paper
?The management of Tommy's Toys has determined that the first step the company must make toward bringing its operations into the new century is the installation of a new and updated company-wide computer based information system. The CEO has expressed interest in a newly-developed system design that requires little more from the operator aside from starting and shutting the system down, a design that virtually leaves all operations up to the system alone. In the CEO's opinion, this design would benefit the company since the majority of the employees of Tommy's Toys have little or no experience in the operation of the newer computer systems currently in use worldwide and might more readily adapt to a system designed for such low operator involvement. You have been asked for your opinion on this idea.?
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