Sales is defined by our textbook as “all activities, processes and decisions involved in managing the sales function in an organization.” As part of the sales management interview and reflection essays, we had the opportunity to interview business to business sales managers, learning how they manage their sales force and win back customers. As the text touches on, sales have become relationship-based due to the nature of our global, competitive market. Customer relationship management (CRM), a “comprehensive business model for increasing revenues and profits by focusing on customers,” is critical in this era of increased competition. Project presentations helped me better understand my findings. Austin Interviewed a sales manager that said he was not concerned with how much a company was worth to him in sales volume but rather how well the clients business model fit with his company's model. Basically, the idea was that the value of a customer was determined by how little work his company had to do per dollar earned in profit, so although the company may not have mass volumes of money the sales manager still could see the value in a high operating ratio. I found from other projects that it’s common to work on a prospect for lengthy periods of time and be turned down in favor of a competitor. From Austin's project, I learned that when researching a prospect it is wise to determine and present to the client what aspects are hurting their company as opposed to only the positives that you can provide the client. There are many different personalities that play a big role in a sales manager's career. Some managers expect customers to come and go while others prefer to build long-term relationships with customers. Some look back on customer reacquisition with ideas of how they could have done better while others are more arrogant, thinking that they did everything they could to retain the customer. Certain industries are product-driven, while others are price driven. In a situation very similar to Skamper’s, Shopko was unable to win back a customer’s business because of inventory changes. Shopko is a major grocery retailer in the
1. Backers of the B-2 bomber have argued that it would be wasteful for Congress to stop their manufacture because so much has already been spent to develop the B-2. Advise Congress on how to deal with this argument.
This is the case of huge fixed cost involved in production, so the argument goes like this, if they will stop manufacturing, there will be a huge loss for them including the total fixed cost and sunk cost, which cannot be recovered.
I would suggest them to check there total…
Distrust, disrespect, and animosity pertain to which component of indirect costs associated with mismanaged organizational stress?
Inventory shrinkages and accidents pertain to which component of direct costs associated with mismanaged organizational stress?
Thousands of equal-pay lawsuits have been filed, predominantly by ___________ since the Equal Pay Act of 1963 was passed
What term refers to those actions appropriate to overcome theeffects of past or present policies, practices…
Paraphrasing Short Answers
1. Children in talkative societies grow up around a lot of storytelling; but so do all children. We listen before we can read. Some of our listening is more like listening in to the voices of the adult world, on the radio or the television or in our daily lives. Usually it's an overhearing of things we aren't supposed to hear, eavesdropping on crazy gossip or family secrets. From all these scraps of voices, from the whispers and shouts that surround…
Faculty of Business and Economics
Department of Accounting and Finance
EXAM CODES: AFX9500
TITLE OF PAPER: INTRODUCTORY ACCOUNTING
EXAM DURATION: 3 hours
READING TIME: 10 minutes
THIS PAPER IS FOR STUDENTS STUDYING AT: (office use only - tick where applicable)
Berwick Clayton Peninsula Distance Education Other (specify)
Caulfield Gippsland Sunway Open Learning
During an exam, you must not have in your possession, a book, notes, paper, calculator, pencil…
1. (TCO A) Discuss the problem with grapevine communication within the workplace. How can organizations avoid the communication of false information? (Points : 25)
Grapevine communication is an informal form of communication in an organization. It flows in all directions irrespective of the hierarchy. This type of communication is sometime good and can be worst form of communication.There are many forms of formal communications in an organizations though employees prefer to communicate…
Final Exam (Fall 2009)
1. From the paper, the supplementary data sheet, and the long list of thermobarometers (Table 15-1 of Spear) that I handed out in class, what are the reactions that were used to determine the P and T of the eclogites? Give the reactions in terms of the pure endmembers. (hint: there are three kinds of reactions)
The reactions that were used to determine the P and T of the eclogites in the paper are Exchange thermometer: Garnet-clinopyroxene (because omphacite belongs to…
Is life a series of chemical reactions? Some say yes, some say no. In
this case it’s a series of chemical reactions but there are definitely valid
sources of evidence that support both sides of the argument. It’s very
arguable due to the scientific data and studies. People on the yes side
would say it is because of the food that we eat and the air we breathe, the
choices we make, and the experiences we have. There’s a reaction to
everything. People on the no side may have more of a spiritual side and…
SOX Sarbanes-Oxley Act of 2002
enacted to remedy reporting abuses, requires attestations of both Chief Executive and Finance officers imposing criminal sanctions
Reasons to be concerned with Ethics
•Reputationand competitive advantage
•Employeetrust, loyalty, commitment and initiative
The need to study Business Ethics
•If business managers see the need to focus on ethical behavior, so should business students
MGMT410 Final Exam Study Guide
YOU MAY WANT TO PRINT THIS GUIDE.
1. The Final Exam is open book, open notes. The maximum time you can spend in the exam is 3 hours, 30 minutes (the clock counts down your time in the upper right corner of the page). If you have not clicked the Submit for Grading button by then, you will be automatically exited from the exam. You can only access the exam once, so be ready to take it when you log in to it.
2. Click the Save Answers button in the exam frequently…
In nature, there are 3 types of rocks: metamorphic, igneous, and sedimentary. Metamorphic rocks form when heat and/or pressure are applied to another rock. An igneous rock is a rock that is formed by cooling magma. Finally, a sedimentary rock is formed when other rocks are weathered down by rocks and water and the particles that come off them as a result of this are compacted and cemented together to form a new rock. A mineral can form in two different ways: it can crystallize from cooling…