Abstract This paper describes three popular ways that salesmanagers 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 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 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 salesmanagement 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."
Abstract The paper discusses the importance of the sales department and how to use salesmanagement 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 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 salesmanager 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."
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 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
SalesManagement 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."
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.?
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. "
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."
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..."
Abstract The paper describes the consultative, enterprise and transactional types of selling, their strengths and weaknesses and provides examples of where each strategy can be best used. The paper explains that consultative selling is a strategy used for higher-end business and consumer products and services, enterprise selling is used most often when selling larger, more complex solutions to customers and transactional selling is a strategy mostly used for selling commodity-like or highly priced sensitive products. The paper details the strengths and weaknesses of each approach.
From the Paper "When companies adopt the strategy of consultative selling there's also gaining a prospects' and customers' trust. The fact that selling using this strategy puts the problems of prospects and customers, some very complex, leads to the expert salesperson becoming highly trusted. For this reason solution selling is also called a trusted advisor strategy, which is commonly found in the financial services industry for example. A trusted advisor is in reality best practices in consultative selling, in that the salesperson has become an ongoing information and consultative resource to the prospect or customer."
Abstract This paper defines what management entails today and briefly outlines the four functions of management which evolved in the mid 1990s. The writer explains that the correct implementations of these functions is the key to managerial success, and shows in what way they are essential to the writer's success as a restaurant manager.
Outline:
The Four Functions of Management Leadership
Planning
Organization
Controlling
How These Management Functions Relate to My Job
From the Paper "However, managers today without an established solid and strategic company plan will eventually steer the company into a rather bleak and misfortunate future; planning prepares managers with alternative measures intact to compensate for future market changes or the ever-changing global economy of today. Planning, in fact, establishes contingency measures and permits flexibility to better handle these changes or unforeseen events. This way, managers who have experienced these differences in business are able to think faster, and they are more prepared to the handle these particular situations when they occur."
Abstract This paper examines present day e-businesses and their ability to form prosperous customer relationships. It looks at the objective and theory behind the business procedure known as customer relationship management, and then it attempts to establish whether e-commerce and customer relationship management, which promised marketers deeper insights into the habits, feelings, likes, and dislikes of customers, have lived up to these promises.
From the Paper "Internet business-to-business sales will attain approximately $1.3 trillion in 2003 and, in 2004, business-to-consumer sales will attain approximately $100 billion (Lord, 2000). Near 2005, U.S. companies will use $63 billion yearly on online marketing, advertising, as well as Email Marketing (Forrest, E. and R. Mizerski, 2001). The Gartner Group estimates that 75 percent of all e-business schemes will not succeed owing to a deficient in technical perceptive and poor business preparation (Lord, 2000). In spite of the risks, the Internet challenge is fascinating. Flourishing e-businesses in the present day have moved beyond an arm's length transactional observation of their customers to forming prosperous customer relationships."
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."
