Sales Force
Sales Force (SF) is an important aspect to any company’s success. In the past, we have known to associate SF with aggressive selling, as that was their main approach in obtaining revenue for many companies. Technological advances have changed the way companies utilize its SF. However, SF remains to be a direct link between customers and companies as they are the face associated with the brand (Kotler& Keller, 2012, p. 554). Companies must set attainable objectives and strategies that are specific to its SF. The cost per sales person at Allround is $60,000, which includes training. Having a well-trained SF is key in making the brand a success. If the SF is not well trained they may not leave a good impression, which can hinder
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Indirect sales channel, which serves smaller retail outlets and more rural areas, was generating low sales (PharmaSim case, n.d, p. 26). Management team noted that direct sales yielded more profits when compared to indirect sales. It was decided to decrease indirect and increase direct SF.
Period One
Management noticed a need to decrease the total SF to 122, after reviewing the operating statistics report for period zero. The team decided to mirror our sales force to our competitor Ethink who had less SF and an increase in retail sales. Decisions made contributed to an increase in both revenue and stock prices.
Period Two
There were complaints from retailers in regards to poor sales support. After reviewing the sales force report, we noticed that our SF was significantly lower than our competitors for which reason we decided to increase our total SF to 183. This increase was done to meet the needs of our retailer’s as well as SF as we did not want to have a high turnover rate due to the lack of support.
Period
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Allround was well established as the leaders in the OTC cold remedy. Allround’s main target market were those who purchased cold remedy products for multi symptoms without having to go to a medical provider. The company analyzed the need of our products by surveying the symptoms of what they were seeking in an OTC cold remedy. The symptoms reported by the population were aches, nasal congestion, runny nose, coughing and allergy symptoms. Based on those symptoms reported our original formula, four hour multi liquid, was a great option for anyone experiencing those symptoms. Allround maintained the focus of providing great products for cold remedy for both adults and children. Competitors, new entrants, as well as new products were factors that affected our decision-making process, but Allround did not deviate away from its target market.
Competition was fierce in the industry throughout the periods, but Allround was able to remain as the leader. In the OTC cold remedy industry, there are a plethora of options for consumers. The team studied what the competitors brand formula and noted the feedbacks from consumers on social media. There were many periods when consumers noted that one of our competitor’s products was better for them, but most feedback from consumers were in our favor. We diligently studied the brand formulations for all competitors and were confident that our product had the right mix to address all
The advertising budget was increased 0.5 million to convince them Allround is the best. “Chest congestion” was removed as it was perceived by customers as ineffective. We added “minimize side effects” to target families. We increased benefits and reminder to emphasize the changes to benefits, and remind customers of our brand. We chose Dryup as the comparison because it has the best brand perception for effectiveness. We increased the Point of Purchase to attract customers, so we decreased Newspaper Coupons. We created a logo and advertisement for Allround, and chose Facebook and Twitter for the Special section.
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
Increase Sales thru product offerings of appliances, Sephora beauty products, and Plus size boutiques. Facilities to be refreshed in 350 locations and rollout same day pick up on internet sales. General Merchandise sales improvement by 10 to 20 bps thru private brand penetration, supply chain improvements, pricing and clearance options. Expense reduction will result by controlling costs, marketing, process improvements and promoting private label credit card usage. The ultimate goal is to reach $1billion in EBITDA by end of year January
Evolving since the 1980’s, case management, an essential part of quality assurance programs, promotes excellence and efficiency in consumer health care, while conserving costs for health care organizations. Effective case managers answer the demands of changing health in promoting and facilitating a patient’s progression of care (Scott 2014).
Sales and delivery personnel have a unique system and they work well together. Large sales force of over 10,000 individuals.
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
We live in a world where being medicated has become a societal norm. Modern health care practices have set the stage for the proliferation of direct-to-consumer advertising (DTCA) of prescription drugs by pharmaceutical manufacturers. Some of these practices include the emergence of managed care organizations (MCOs), the legalization of DTCA of prescription drugs, the emergence of the Internet as an alternative promotional channel, the increased desire by patients to become more involved in their own health care decisions, the disillusionment with traditional medicine, and the rise of ‘alternative’ medicine, to name a few. There is an ongoing debate as to the ultimate harm or benefit of this relatively recent practice of pharmaceutical manufacturers to direct their promotional efforts away from the physician and towards the consumer.
Recommendations are made by the FDA on bioequivalence using ratings. If the FDA rates a generic with an “A”, this means the generic and brand-name drug are interchangeable. A “B” rating translates to not recommending a substitution with the generic drug (Barrett, 2010). In a recent review by the FDA in more than 270 generic drugs, the average difference between the generic and brand-name counterpart was 3.5%. This percentage is very similar to what is expected and found between batches of brand-name drugs (Food and Drug Administration, 2012).
According to the Case Management Society of America, case management is "a collaborative process of assessment, planning, facilitation, care coordination, evaluation, and advocacy for options and services to meet an individual's and family's comprehensive health needs through communication and available resources to promote quality, cost effective outcomes" (Case Management Society of America [CMSA], 2010). As a method, case management has moved to the forefront of social work practice. The social work profession, along with other fields of study, recognizes the difficulty of locating and accessing comprehensive services to meet needs. Therefore, case managers work with these
The use of supplements to thwart the common cold is a widespread wives’ tale in our mainstream American culture. My mother swears up-and-down she knows how to prevent the common cold. Her secret is simple, zinc and vitamin C supplements. My little brother and I vividly remember choking down those oversized pills that left a chalky white trail down the backs of our innocent throats. Worst of all, we still got sick. This is largely why I am skeptical of supplements being beneficial to health. Research has found that combination zinc and vitamin C therapy do not offer protective effects against catching the common cold (Takkouche et al., 2002). Other research suggested that zinc and vitamin C reduce the severity and duration of cold symptoms (Wintergerst, Maggini, & Hornig, 2006). As a future practicing nurse, I wish I could advise an over the counter sore throat lozenge containing vitamin C and zinc to patients with symptoms of the common cold. However, that borders on practicing medicine without a license, which is beyond the scope of registered nursing practice. Instead, I would recommend patie...
We are using October 2006 as the base for our forecasted sales due to the many changes that have occurred in the last year. Several product lines have been ...
Growing sales through service: TP came up with new methods to satisfy customers. Furthermore, employees got trained on acting in customers favour.
1.1 Explain the value of customer service as a competitive tool Customer service is valued as a competitive tool by many organisations. It gives you the ability to gain customer loyalty while meeting the customer’s expectations. Staff will have the skills and knowledge that will provide a competitive edge. Most organisations are known for the quality of their customer service. This means that they are known for good customer service or poor customer service.
For commodity generic drugs, Teva has an opportunity to expand its core business into emerging markets, but there it will have to face institutional voids because such markets are driven by physicians and both physician and other people are not aware about the effectiveness of generic drugs. To cope with the challenge of institutional voids Teva have to look for some competent small pharmaceutical firms for acquisition and some big firms for the joint venture. For changing the perceptions of people and physicians, Teva will require to run marketing campaigns and direct approaches to physicians to develop a market for their products.
Sales force management tools such as quotas, targets and sales reports are mainly used by management for a number of reasons. These include monitoring of sales force performance and determining suitable target markets for their sales force. Technology is also an aspect in sales management that has revolutionized sale and management in organizations. The incorporation of new technology has made work much easier for both employees and the management.