The Sales Management Process: A Comprehensive Guide
THE SALES MANAGEMENT PROCESS Marketing communication tools
a) Personal selling. b) Advertising. c) Sales promotion. d) Public relations. e) Direct marketing. f) Internet communication: web pages, social networking, blogs, etc. g) Others: fairs, publicity, guerrilla…
Personal selling: activity of transmitting a message by a person who represents the firm, with the aim of selling a product
The sales management process
- Defining the strategic role of the sales function
Levels of strategy:
- Corporate: growth,
Understanding Economic Behavior and Institutional Frameworks
BLOCK 1: INDIVIDUAL BEHAVIOR
1. New Cognitive Perspectives
(A) Arruñada, Human Nature and Institutional Analysis
This section explores the consequences of our cognitive specialization, highlighting how the human brain evolved through a competitive process of genetic natural selection. It delves into the concepts of rationality, risk aversion, weakness of will, and the role of institutions in shaping human behavior.
- Rationality: Our minds are economical and ecological, but maladaptation can lead to
Financial Management and Capital Budgeting
CHAPTER 1:
THE ROLE OF THE MANAGER:
It is all About Cash Flows: A firm generates cash flows by selling the goods and services produced by its productive assets and human capital. The firm can pay the remaining cash, called residual cash flows, to the owners as a cash dividend, or reinvest the cash in the business. A firm is illiquid when it fails to generate sufficient cash flows. Firms that are illiquid over time will be forced into bankruptcy by their creditors. In bankruptcy, the company will either
Read MoreUnderstanding Casual Work, Industrial Awards, and Competitive Advantages
Casual Work
No guaranteed hours of work. Usually works irregular hours – can be 3 hours one week, 0 hours the following week and 20 hours in the third week. Employees can end employment without notice. Not paid annual leave or sick/personal leave – although the Victorian Government has introduced paid sick leave for casual employees as a 2-year trial in some industries. Received a higher HOURLY rate of pay than permanent employees – to compensate for not receiving annual or sick leave and not having
Read MoreCorporate Social Responsibility (CSR): Evolution and the Triple Bottom Line
What is CSR?
Corporate Social Responsibility (CSR) refers to voluntary practices and policies undertaken by corporations to positively impact the world. It encompasses a comprehensive management system that includes all functional areas of the company and responds to the evolving demands of the environment.
Three Main Responsibilities of CSR
- Economic: Producing, generating wealth, paying fair wages, and contributing to tax revenue.
- Social: Treating workers ethically, informing consumers, and respecting
Distribution Strategy: Channel Efficiency and Decisions
Distribution Strategy
1 Channel Efficiency
When making channel decisions, companies must consider efficiency factors, including:
- Perceived value of product sold: This affects the distribution channel, as selling a bottle of water differs from selling a pair of shoes.
- Price and margin obtained: High profits may allow for direct sales, while low profits may favor using an intermediate.
- Distribution structure of the country or region: Different models exist for reaching final buyers.
- Integration levels: