1. Yes, it is time for IPI to reconsider the salesforce organization. As IPI has more key customer types than the number of product lines, decision should also base on people consideration or customer type. By having each region specializing the accounts according to customer type rather specify through certain product line, both buyer and distributors satisfy their needs all at one. It is a better way to delivery product to customers, customers would be more happier if they can finished their shipping list without goes around the store talk to different expertise of certain product. Thus, it less time waiting and no repetition of same customer asking same question to multiple salesperson, less cost of customer duplication.
2. Some of the advantages that come along with it organizing by product line that would be allows sales management able to control better and the selling effort cross the various product. Salespeople become more experts in product features and application. When product sales organization use line positions, it implies the position are part of top management hierarchy in sales management. However, along with advantage it also comes disadvantage, high cost and duplication both in geographic and customers. Having multiple salespeople doing the same job, it one of the main problem in
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Developing a new sales organization, which it calls market organization structure where salespeople are assigned specific types of customers and required to meet their customer needs. That the advantage for Western Region when it organizing according to these customer types: grocery chains and food coops, distributor, and etc. This ensure the depth of understanding how their customer use and purchase their products. Decreasing the number of customer duplication. However, the disadvantage of this organization structure, salespeople would be more pressure due to so many of customer types. In addition, the company would spend more money just to meet the customer
The company’s marketing team should first collect information regarding the income level of customers who live in the vicinity of the
Question 2-1 The OWI (the United States Office of War Information) was an extension of the United States government, created during World War II. It was created in order to deliver propaganda both at home and abroad. Through radio broadcasts, newspapers, posters, photographs, films and other forms of media, the OWI was the ultimate connection between the battlefront and it’s civilian communities. a. BMPA – Bureau of Motion Picture Affairs – i. As mentioned above, during the US’s involvement in World War II, the Hollywood film industry became extremely involved with the government in order to support its war-aims information campaign through film and other forms of media. Following the declaration of war on Japan, the government created the Bureau of Motion Picture Affairs in order to better coordinate the production of entertainment features (film) with more patriotic, morale-boosting themes and messages emphasizing the “American way of life”, the nature of the enemy and the allies, civilian responsibility on the home front and of course, the fighting forces themselves.
market is a set of buyers sharing common needs or characteristics that the company decides to serve (Bethel, 2007). When identifying the target market it is important to know who buys your product and who your customers are. Smart targeting benefits the consumer as well as the company. It allows the company to be more efficient and effective by focusing effort toward that segment; therefore maintaining the most profitable outcome. The consumer is rewarded by receiving the product or service that is customized for them.
For sale force, we total spent $250,00 of sales office costs in two cities which is, Paris-EMEA and Shanghai-APAC that we found those two cities both have sufficient market size for our target market. The largest market size is in the Paris-EMEA which can both meet all customers need. In the Paris-EMEA, we hired total 6 people in the Paris-EMEA that 2 people for Support, 2 people for Workhorse and 2 people for Traveler. Be compared with Paris-EMEA, Shanghai-APAC doesn’t have a larger market size, but we still hire 7 people in the Shanghai-APAC, and we let 2 people for Support, 3 people for Workhouse and 2 people for Traveler.
Or, then again perhaps, VTB can use the CRM structure to discover about better customer advantage, deliberately pitching, and market designs. According to Bang (2005) CRM is viewed as an educated business philosophy to make and keep up whole deal customer associations. For example, CRM system would be an enabling specialist of business comes about like future repeat purchases. VTB's should use the CRM as a focus business methodology to robotize customer advantage. All things considered, customers tend to put orchestrate at long last and expect the package passed on time. Henceforth, on the operational side, data must be gotten, fused, arranged and fulfilled, to satisfy its targets (Bang 2005). The operational viability of the CRM structure is to accumulate the data from customer to be deciphered later on to
Due to the good establishment of the business, it has huge market national. The company has therefore opened many retail shops and stores all over the country to ensure that their products are accessible to the customers. The entity provides a favorable environment, and many clients view the place as a fun shopping place to be. The retailer has targeted a big pool of customer because of the variety of products it sells. The stores products vary from kitchen goods, jewelry, and electronics clothes to hardware
The sales leads are now centralized and accessible across branches rather than individually gathered and processed by salespeople. In standardizing customer information, it now makes the marketing teams, analytic teams, and customer managers on the same page. It creates a “friendly competition” that encourages close cooperation for all areas. One major cost that this new strategy created was the confusion of different areas in RBC. Product managers and customer managers often misunderstood what way of action was appropriate, which lead to another problem: it took more time to make decisions. A benefit of this change is that there was no fighting for resources and instead cooperation. Another benefit would be the divisional organization, which can be seen in Exhibits 3a and
Second, Best buy would renovate its exist stores in different branch based on the more catalogue of customer who living in(Best Buy, 2015). Therefor, some stores is especially designed for a group of customer like A, some became Customer B stores, C stores. For instance, a delicates service stores with exclusive salesman for IT geek like Customer A. If Customer B, a soccer fans buys a headphone, he or she only want to ease his or her demand to listen music instead of the brand. However, Best Buy not only focus on current profit, but also focus on customer group interaction- to analysis customer purchase behavior (Best Buy, 2015). Accordingly, Best Buy would effectively estimate the next purchase and product combination from customer based on this method. For example, normally, a customer will purchase DVD after she or he buys a DVD player but Best buy’s customer profitability analysis indicated that this kinds of customer also buys music accessories in second day after she or he buy DVD. Thus Best Buy would be able to send more relevant e-mail and special combination offer specific customer after customer purchaser behavior
I think the drive to do this was for easier implementation of new initiatives, products or services across a company of 200+ products. A very structured process would not work for this company because the 3 business segments need to have different service introduction processes. They’re often launched in a mechanistic way so they can adapt these offerings in their fields; and even quicker than a centralized structure. The goal is the bottom line, so this could also train each respective division and bring them up to speed to effective sell these offerings within their markets; especially for this company because they launch from a product based company.
Market segmentation means dividing the market into distinct groups that have common needs and will respond similarly to marketing action. Each segment must be unique, have common needs, and respond in a similar manner to marketing efforts. Target market is the group of potential customer that has been selected by business to focus its marketing efforts towards. This is the group the business wants to sell its products/services to. Positioning refers to the image created in the minds of customer of its product or brand. It is a perception created in the minds of the consumer relative to that of its competitors.
Jive sales were brisk and was on the track for $2 million annualy in 2004. It was no wonder that Jive’s customer count hit the 1,000 mark by the end of the year. So, when Jive moved to Portland from New York because it is cheaper to operate there, Wilson was hired as Vice-President of sales. He had more than a decade experience in start-up software companies. In my opinion, to make clear Jive’s sales functions, firstly VP of the Jive should put the main target of how many customers to reach for example in one year period and the plan for annual sales numbers. I will also hire some representatives in each region to operate more sufficiently. One of the main challenges of sales team was identifying legitimate customers amongst the huge number. In this case as the sales manager, we need to contact with the customers personally to make them feel that the Jive cares about them and then from big pool choose the most legitimate ones. I will also hire some young sales representatives with different language skills. Because, they had problems with serving the customers with poor english. The sales representatives could be not qualified as the sales manager, so we can train them. The main thing is language skills. In my opinion the customer care will influence the improvement in sales.
Relationship marketing is a part of the marketing concept and strongly applies to this article. A company wants to build trust with its customers in order to build customer loyalty and a long-term bond. This gives the customer a value-added feature of doing business with a particular company. In marketing orientated companies, the customer's needs have to be targeted and different social classes or issues need to be taken into account. If a company does not take different sensitive and social groups into account when marketing, then they will not build a feeling of goodwill with the consumers. The consumer will think that the firm cares more about selling its goods than the consumer.
Organizational structure within an organization is a critical component of the day to day operations of a business. An organization benefits from organizational structure as a result of all it encompasses. It is used to define how tasks are divided, grouped and coordinated. Six elements should be addressed during the design of the organization’s structure: work specialization, departmentalization, chain of command, spans of control, centralization and decentralization. These components are a direct reflection of the organization’s culture, power and politics.
AEON is emphasizing on the thought of Anglo-Australian school. The thought has the main idea of having good quality management service in order to maximize the optimum level of delivering the value to their target customers. This can eventually enhance the customer relationship between customers and companies in order to target the greater potential market. This model emphasize on six market models, which are the six stakeholders group that a company should focus on in order to achieve the objectives. The six markets include internal markets, referral markets, influence markets, recruitment markets and suppliers market. In order to optimize the level of production and services, the six market models should be strongly build and retain.
As Peter Duckers has put it, "The ultimate aim of all business organisation is - to create a customer". These days, for most products and services, the market belongs to the buyer. The customers e...