Sales Management: A Comprehensive Guide to Building and Managing a High-Performing Sales Team
Sales Management
Recruitment and Selection
Strategy: Effective Salesperson
- There is great waste in hiring the wrong people.
- If a seller receives $30,000.00 per year, another $30,000.00 are for salary and indirect costs.
- The seller should generate a new sales volume in the margin to at least cover the costs of sales ($60,000.00).
What Makes a Good Seller?
- Starting Point: Ask your customers what traits they prefer in a vendor (profile).
- Common Traits Found in a Company’s Most Successful Vendors:
- Features:
Understanding Organizational Environments: Forces, Types, and Impact on Structure
ITEM 9. The Environment of the Organization
1. Concept of Environment
- The environment refers to all external factors that significantly influence business strategy but are beyond the company’s control.
- It encompasses external factors outside the organization’s control that impact its behavior and outcomes.
2. Classification of the Environment
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- The general environment refers to the external factors surrounding the company from a broad perspective. It encompasses everything surrounding the company derived
Financial Statements: Recognition, Measurement, and Key Concepts
CLOSURE OF LIABILITY
May Occur Through:
- Disbursement of cash
- Transfer of other assets
- Provision of services
- Replacement with a similar requirement
- Capitalization
RESULTS
The utility is often used as a measure of the transaction, or as the basis for other measurements such as return on investment or earnings per share.
INCOME
Increases in economic benefits during the accounting period in the form of inflows or enhancements of assets or liabilities, resulting in capital increase.
COSTS
Decreases in economic benefits
Read MoreMaster Budgeting: A Comprehensive Guide to Financial Planning
Concept Underlying the Budgeting Process
Budgeting is the process of identifying, gathering, summarizing, and communicating financial and non-financial information about an organization’s future activities. The budgeting process provides managers of all types of organizations with the opportunity to align their organizational goals with the resources necessary to achieve those goals. Budgeting empowers everyone in the organization to understand organizational goals in terms of their responsibilities
Read MoreUnderstanding Social Services Systems (SSSS) and Their Impact
Economic Benefits
Supplies are considered cash subject to periodic or ad hoc nature granted to individuals or families to facilitate their social integration, support for caring for dependents, to alleviate temporary situations of need or minimum subsistence guarantee. The award requires the prior demonstration that meet certain requirements. They are part of them, providing income economic spoils of insertion for the access to which sets out a number of requirements.
- The social emergency economic
Global Marketing Strategies and Management
Market Environment
Macro Environment (Long-Term & Uncontrollable)
Political (Home & Host), Economic, Social, Technological, Environmental, and Legal + Cultural:
Attitudes, beliefs, motivation, morality… High and low context. National (meanings, unconditional, born into, totally immersed) and organizational (shared behaviors, conditional, socialize into, partly involved).
Economic:
Population, income = purchasing power parity, consumption patterns, infrastructure, social development…