MicroEar
The case does not elaborate on what processes MicroEar has put in place in terms of sales. The case notes that they have processes but there are no specifics provided as to what they are and how they work. The case notes that "sales representatives increased contacts with decision-makers from 5 to 20 per day," for example, but does not explain how this happened. Indeed, this claim is actually a bit strange in that the company previously sold directly through its own stores to consumers and now sells through wholesalers. If "decision-maker" is defined as the buyer, this would reduce contact with decision-makers. If "decision-maker" is defined as the influencer (physician, etc.), then an increase would make sense since they are no longer talking to customers, which should free up more time to spend with decision-makers. That is not the result of process but rather a change in business strategy.

The…...

Develop a sales strategy for new and old productd

It has a personal touch customer services

Able to get referrals

Customer satisfaction

Began the fair and show program,. "In years past, our sales force has displayed our cutlery products at many home shows and fairs," said Steve Pokrzyk, Market Development Manager of Vector Marketing. "It has been a great opportunity to introduce our products to new prospects and a lucrative opportunity for our sales force. We've also recognized that focused attention on fairs and shows could dramatically increase the potential for growth in this market (Vector Marketing, CUTCO Cutlery Expand Sales Through Aggressive Home Show Campaign).

Weaknesses:

Too many turnovers due to employee's age

Not a stable environment for older employees

No room to advance without waiting for years

Poor advertising, not able to reach younger audience

Opportunities:

Strong base of early adopters from initial gift card promotion

Has become the most recognized brand in the world.

Market other countries

Set up business internationally

Advertise…...

Motivating Sales Forces: Starbucks Coffee Company's Use of a Total ewards Program
Motivating salespeople through effective total rewards programs just makes good business sense. Properly implemented and administered, a company's rewards program can serve to not only motivate a sales force to sell more, it can also help retain these valuable employees and avoid unplanned turnover. Although studies have shown time and again that pay continues to be ranked among the most important components of a compensation plan, there are a number of other factors that comprise an effective total rewards program that must be taken into account as well. To this end, this paper provides a review of the relevant peer-reviewed and scholarly literature concerning the compensation plan and rewards program used by Starbucks Coffee Company to motivate its legions of salespeople around the world. A summary of the research and important findings concerning motivating the sales force at Starbucks…...

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References

Corporate profile. (2013). Starbucks Coffee Company. Retrieved from http://globalassets.

starbucks.com/assets/9a6616b98dc64271ac8c910fbee47884.pdf.

Fitz-Enz, J. (2010). The new HR analytics: Predicting the economic value of your company's human capital investments. New York: AMACOM.

Flamholtz, E.G. & Randle, Y. (2011). Corporate culture: The ultimate strategic asset. Stanford,

" In these types of organizations where only a few large customers are served, predicting sales based on first-hand knowledge of the customers can be an effective forecasting method.
A survey of customers involves asking customers about their future intentions. One of the benefits of this method is that it allows for an overview of all customers, rather than focusing on several select customers. The second benefit is that it gains information by going directly to the buyer. This method is best used in markets where consumer behavior and consumer perceptions drive the market (Neal, Quester, & Hawkins 1999, p. 1.5). This includes the fashion industry, the entertainment industry, as well as many service industries.

The historical analogy method is based on recognizing that similar products will often follow similar growth patterns. This method is used to predict the future sales of new products. This method is best used in industries that…...

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References

Baker, M.J. (1999). The IEBM Encyclopedia of Marketing. London: International Thompson Business Press.

Neal, C., Quester, P., & Hawkins, D. (1999). Consumer Behavior: Implications for Marketing Strategy. Boston, MA: Irwin/McGraw-Hill.

Perreault, W.D., & McCarthy, E.J. (2000). Essentials of Marketing. Boston, MA: Irwin/McGraw-Hill.

Sales and Marketing Project Scope
In order to make Winsome and its sister company more effective and more profitable players in the industry, a better integration of the two companies' operations and goals needs to be undertaken. A large part of the communication and operational independence that goes on between these companies is the direct result of sales and marketing knowledge and methods, and this these two departments are amongst the most essential -- if not the most essential -- departments in Winsome when it comes to successfully carrying out this project. The following paragraphs will briefly outline the scope of the project and its deliverables, specific exclusions and limitations of this scope, and finally the assumptions that are being made in the undertaking of this project, all in regards to the specific operations and contributions of the Winsome sales and marketing departments.

The project will consist of creating more efficient and…...

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References

Coe, J. & Coe, J. (2003). The fundamentals of business to business sales and marketing.

New York: McGraw-Hill.

Knoll, S. (2008). Cross-business synergies. New York: Springer

Zoltners, A., Sinha, P. & Lorimer, S. (2009). Building a winning sales force. New York:

Sales Strategies:

These are simply the strategies that help the sales staff know how it would go about achieving its targets. There is usually more than one strategy at work at any given time. For example Kudler can use direct marketing, door to door selling, fairs and events to promote its products. In many affluent areas, there are large malls that people gather at for fun, shopping and eating out. This is a good place for promotion of Kudler's salad line.

The program must be kept alive and active by consisting sending out mails, letters, and promotional items to all those who matter. This helps in increasing the consumer base as Parinello says: "Send no less than 50 letters of introduction to new prospects each week; make no less than 50 cold calls of introduction to new prospects each week; make no less than 20 face-to-face contacts with new prospects each week;…...

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References

Electrical Apparatus: Creating a sales plan, Electrical Apparatus Jun 2004. Accessed online 3rd June 2006:

 http://www.findarticles.com/p/articles/mi_qa3726/is_200406/ai_n9441233 

Sales Ethics: A requirement for meaningful long-term sales success - Sales Focus Inc. Sales Tips Newsletter - Vol. II, Issue 19 Accessed online 3rd June 2006: http://www.salesfocusinc.com/newsarchive/0319_sales_ethics.htm

In markets where change is a constant -- an increasing state of affairs for many markets and industries in the modern era -- the complexities of the many factors affecting and influencing sales efficacy must be properly accounted for by sales leaders and communicated to sales teams in order for continued adjustments to sales strategy and techniques to remain effective (LaForge 2005). Collaboration must be fostered in the sales team in order to achieve the organization's goals while accountability is also a necessity ensuring that each individual member of a sales team is working effectively toward organizational goals (LaForge 2005). The result is a sales leadership mentality and structure that encourages open communication amongst all members of the sales force and that also recognizes and rewards individual achievements.
Transformational leadership that involves one-on-one communications between the sales leader and each individual member of the sales team and is used to…...

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References

Bakersfield. (2010). Sales management Leadership and Supervision. CSU Bakersfield. Accessed 23 November 2010. www.csub.edu/~rpimentel3/405CoursePack/Module07Handouts.ppt

Havaldar, K. & Cavale, V. (2007). Sales and distribution management. New Delhi: McGraw Hill.

LaForge, R. (2005). New directions in sales leadership research. All Business. Accessed 23 November 2010.  http://www.allbusiness.com/human-resources/employee-development-leadership/518947-1.html

Sales
Coopeation and the maket fo IT sevice povide

In case of diffeent sevice povides, headings emain the same, whilst the only change is the factos. Based on the sevice being povided and kind of sevices, fo instance IT sevice povides, a boad ange of maco envionmental factos ae petinent. Hence, sevice povides geneally fine tune the factos based on thei pesonal sevice pofile. In case of mico envionment, diffeent sevice povides taget thei own taget makets (Halme, 2012). In the IT secto, stategic alliances between IT sevice povides is a well-known fom of elationship maketing usually undetaken to gain a competitive edge. With the help of these long-tem contacts, patnes own opeating flexibility inceases as well as it boosts supply chain associations in the pesent competent maketplace. Location and size doesn't matte in case of stategic patnes. Stategic alliances encompass business of evey size, all types and all natue. What mattes…...

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references

Baldwin, J.R., and Gellatly, G. (2003).Innovation strategies and performance in small firms. Cheltenham, UK, E. Elgar.

Beesley, C. (2013, January 9). 5 Ways to Find the Right Niche and Target Market for Your Small Business | The U.S. Small Business Administration | SBA.gov. Retrieved November 11, 2014.

Boone, L.E. (2013). Contemporary marketing, 2015 update. [S.l.], Cengage Learning.

BusinessDictionary.com (n.d.). What is scale? definition and meaning. Retrieved November 11, 2014.

The companies studied will be manufacturers of different products with their sales forces deployed over a big territory or region.

A quantitative analysis instrument has not yet been chosen, as I intend to select one that will best analyze the collected data. It seems that this should be chosen based on the framework which I will present as best practises at the end of this work.

Data for the analysis will be obtained from companies' sales managers, marketing managers, and sales officers, and from the researcher's personal knowledge and experience with sales management in the it industry. This will be compiled with the support of related literature from books, magazines, commercial and public databases, and the Internet.

Proposed analysis and presentation techniques to be used How will you analyse the data and present your findings? (100-150 words)

Survey research method: After preparing the survey questionnaire, it will be given to approximately 150 people in…...

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Review project and finalise.

Present outputs to key stakeholders.

Submit dissertation, printed and bound in line with college guidelines by 31st of May 2009

CRM is not "speed dil" on your desk phone or the telemrketers' desk, it is set of technologies tht need to be
selectively nd crefully pplied to selling strtegies. At the
intersection of the book nd the rticle ssignment is the use of CRM s n
enbler of building reltionships of trust with employees.
Critique of the rticle
The uthors, writing this in 2002, were insightful nd even prophetic in
the sttements mde specificlly regrding business strtegies nd
processes being the primry determinnts of demnd for CRM.
While Siebel Systems hd enjoyed meteoric rise nd mny credit Tom Siebel
with originlly defining the term nd softwre ctegory of CRM, in 2002
there ws still strong focus on fetures, functions nd benefits in CRM
pplictions. This ws n er of big-bng CRM deployments, with literlly
thousnds of sets of softwre delivered. The uthors refuse to get on the
"big is better" bndwgon of CRM however nd choose to be prescriptive from…...

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and cost of CRM to be fully defined for the reader.

-----------------------

[1] Harvard Business Review (February, 2002) - Darrell K. Rigby, Frederick

F. Reichheld and Phil Schefter, Avoid the Four Perils of CRM. Harvard

Business Review. February, 2002. pages 101 - 109

sales organization evaluates its sales team. The organization I am using is Carton Bros. Ireland it is a poultry distribution company. The question in more specific terms is intention to discover what are the different methods of performance appraisals this organization uses in order to evaluate how their sales team are performing?'
About the company

Carton Brothers is the name of the company that produce Manor Farm chicken. It dates back to 1775, when it was started in the Dublin market. It soon grew substantially as a company and gradually became one of the largest traders in the country diversifying and, in fact, one part of it becoming involved in the import, blending and selling of tea. The company also sold may other commodities such as rabbit, spirits & eggs amongst other things.

It was in 1956 that the company first turned to rearing the chickens and making them more accessible to…...

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References

The Angelo Celt ( 1 June, 2011) Case taken against Carton Bros, Shercock  http://www.anglocelt.ie/news/courtreports/articles/2011/06/01/4004726-case-taken-against-carton-bros-shercock/ 

Carton Brothers About Us

 http://www.chicken.ie/carton-brothers-manor-farm-about-us.82.html 

Cooper, M., Watson, J.C., & Hoeldampf, D. (2010). Person-centered and experiential therapies work: A review of the research on counseling, psychotherapy and related practices. Ross-on-Wye, UK: PCCS Books.

Forces Analysis: What industry definition? Why? Analyze 5 forces (list high low medium reasons bullets essay style. End a summary bottom's important analysis Snapple end case. 2. Draw recommended positioning diagrams Snapple end case.
Five Forces Analysis: What is your industry definition? Why?

Snapple is competing in an almost perfectly competitive market, with a high degree of competitive rivalry and few barriers to entry.

The threat of the entry of new competitors: The thereat of entry of new competitors is extremely high. Snapple sells a beverage that can be easily replicated using iced tea or fruit juice. Although it markets itself as a unique natural beverage, people have been making fruit drinks and other iced drinks for a long time, and could easily carry such drinks with them in their own containers. Local brands as well as national brands could compete with Snapple in almost every subset of the market.

The intensity of competitive…...

Sales Channel Comparison
Consumer Channel (Lands' End)

Land's End is a world leader in multi-channel retailing and multi-channel management, selling online, over the telephone, through its own stores, affiliate stores and through Sears' larger retail outlets. Sears Holdings acquired Lands' End in 2001 and has since then continually integrated the company's products into the Sears selling channels as well. The core focus of the company from a product standpoint is casual and customizable clothing for men, women and children including infants. In addition, the company also sells many accessory items including handbags, travel accessories and weather-related personal products. Another part of the company's channel are its 15 different Inlet and NQP-branded stores operating in Illinois, Minnesota, New York and Wisconsin. The company has made many horizontal marketing system decisions including expanded into Land's End School and Land's End Business Outfitter, in addition to Land's End International. This last venture moved the company…...

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References

Sue F. Abdinnour-Helm, Barbara S. Chaparro, & Steven M. Farmer. (2005). Using the End-User Computing Satisfaction (EUCS) Instrument to Measure Satisfaction with a Web Site. Decision Sciences, 36(2), 341-364.

Prabhu Aggarwal, & Ram Ganeshan. (2007). Using risk-management tools on B2Bs: An exploratory investigation. International Journal of Production Economics, 108(1/2), 2

Baker, Thomas L. (1993). Leaders in selling and sales management: An analysis of the. The Journal of Personal Selling & Sales Management, 13(2), 91.

A GE B2B Faces Life on Its Own. (2002, June). Business Week (Online),1.

An example of how pervasive sales can drive marketing is the inception and rapid growth of Salesforce.com (Campbell-Kelly, 2009). Salesforce.com is the leading provider of Software-as-a-Service (SaaS) applications for Customer elationship Management (CM) and Marketing Automation applications. The company was founded by a series of sales executives from Oracle Corporation who realized that the future of enterprise software was going to shift drastically away from on-premise, expensive licensing agreements and migrate to being able to lease only the applications needed. This is the essence of the SaaS business model, which the sales executives who founded Salesforce.com helped to define as they grew their business (Campbell-Kelly, 2009). Would Salesforce.com be as successful as they are right now without having sales executives driving the development of the application? Most likely not because the highly specific needs of enterprise software buyers for CM systems needed to be understood in detail for the company…...

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References

Boaz, N., Murnane, J., & Nuffer, K.. (2010). How basic behaviors drive sales success. The McKinsey Quarterly,(3), 25.

Campbell-Kelly, M.. (2009). The Rise, Fall, and Resurrection of Software as a Service. Association for Computing Machinery. Communications of the ACM, 52(5), 28.

Edelman, D.. (2010). Gaining an edge through digital marketing. The McKinsey Quarterly,(3), 129.

Nicholas G. Paparoidamis, & Paolo Guenzi. (2009). An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness. European Journal of Marketing, 43(7/8), 1053-1075.

Winsome Manufacturing Leadership
Winsome Sales Leadership

The ability to coordinate, create and maintain a high level of collaboration between sales and marketing departments from different companies is one of the most formidable tasks any two enterprises can attempt. This paper presents the scope statement and defines the series of deliverables for having the Winsome home sales force sell products from its sister company. In creating any shared sales strategy between two companies it is critically important to infuse the collaboration with shared ownership of results and the ability to have confidence in not just the product, but the go-to-market strategy and positioning as well (Shoemaker, 2003).

Scope Statement

To create a responsive, transparent and highly collaborative shared selling strategy that capitalizes on the innate strengths of each sales force while also expanding the total available market by continually improving selling and service skills.

Exclusions from Scope

This scope statement does not include any other aspect of…...

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Bibliography

Shoemaker, M.E. (2003). Leadership behaviors in sales managers: A level analysis. Journal of Marketing Theory and Practice, 11(2), 17-29.