scholarly journals Marketing audit: the essence and implementation mechanism

2020 ◽  
Vol 4 (4) ◽  
pp. 71-81
Author(s):  
Iryna Yepifanova ◽  
Keyword(s):  
New Products ◽  
Sales Force ◽  
Enterprise Management ◽  
Structural Element ◽  
Filter Model ◽  
Policy And Strategy ◽  
Audit Efficiency ◽  
Business Efficiency ◽  
The Status ◽  
Marketing Operations

The aim of the article. Marketing has long ceased to be a stimulating sales force, becoming the flagship of the company's course to meet the needs of the target audience. Many companies are aware of the urgent need to periodically review the status of their marketing operations to ensure proper management and, as a result, to remain competitive and achieve their goals. Fewer companies approach the step of control in marketing, not paying the necessary attention and not realizing the complexity of the process, especially in times of economic and social crisis. Today, more and more companies are realizing the need not only for a crisis audit of marketing operations, but also for a marketing audit. The purpose of the research is to study in practice the marketing audit implementation specifics in conditions of anti - crisis enterprise management and the necessity to improve business efficiency. To achieve the stated purpose goal, it is required to solve a number of tasks, in particular: to investigate the existing methodological toolkit of enterprise’ marketing policy and strategy effectiveness assessment; analyze the disadvantages and advantages of existing toolkit; provide the suggestions regarding marketing audit conducting and application of its results in the conditions of the anti-crisis enterprise management concept implementing (on the example of Ukrainian enterprises and international groups of companies). The results of the analyses. The implementation of the tasks set before the study allowed to obtain the following results: the existing methodological tools are analysed and the possibilities of its application in the work of the auditor during the marketing audit are determined; it is proved that the efficiency of the enterprise is a complex task, which consists not only of analysing the reserves of profitability, but also of analysing the effectiveness of marketing strategy of the company, entering new products and new products. Current practice shows that the following mandatory elements must be observed: marketing audit should be comprehensive. The audit should cover all areas of marketing, not just those areas where the problem is already perceived, or those areas where the team knows that they are superior. A holistic audit is the best way to unlock opportunities and can identify previously unknown reserves for profitability growth; marketing audit should be systematic. Order and efficiency are key elements of a successful marketing audit. In order to prevent gaps, it is necessary to take into account the characteristics of each environment, principles, strategies and activities of each structural element of the organization to be audited; marketing audit should be regular and periodic. Conclusions and perspectives for further research. During the study, the goal was achieved and the mechanism of marketing audit at the enterprise was determined through the establishment of step-by-step instructions with examples (Ukrainian and international companies). The study allowed to identify and justify the feasibility of further research and research in such areas as the industry specifics of the application of marketing audit tools; expediency of development of methodical documents on carrying out marketing audit and features of the organization of marketing audit at the enterprise (development of internal organizational and administrative documents). Key words: marketing audit, efficiency of the enterprise, filter model, marketing organization, competitive environment

Innovations in Food Production - Status and Directions of Development

2012 ◽  
Vol 7 (2) ◽  
pp. 183-193
Author(s):  
Barbara Grzybowska
Keyword(s):  
Functional Food ◽  
Food Production ◽  
Food Industry ◽  
Statistical Data ◽  
New Products ◽  
Technological Innovations ◽  
The Status ◽  
Product Manufacturing ◽  
The Subject ◽  
And Storage

This paper characterises the directions of innovative activities undertaken by food industry enterprises concerning the manufacturing of food products. Based on the subject literature and secondary statistical data, the status of food industry innovativeness and areas of innovative activities related to implementation of technological and non-technological innovations are presented. The activities of enterprises focus on manufacturing new products in response to the ever-changing needs and expectations of consumers. In particular, the production of so-called functional food (which seeks to promote health, minimise the risk of specific diseases, improve psychophysical fitness, lose weight, etc.) is increasingly extensive. Manufacturers must also improve the technologies and techniques of product manufacturing, packaging and storage. 

The role of the predictive gamification to increase the sales performance: a novel business approach

2019 ◽  
Vol 35 (5) ◽  
pp. 817-833 ◽  
Author(s):  
Elenise Martins Rocha ◽  
Giancarlo Medeiros Pereira ◽  
Diego Augusto de Jesus Pacheco
Keyword(s):  
New Products ◽  
Sales Force ◽  
Product Knowledge ◽  
Content Type ◽  
Sales Training ◽  
Main Research ◽  
Sales Professionals ◽  
Business Approach ◽  
Definition Of ◽  
The Impact

Purpose This paper aims to examine the impact of predictive gamification, through a sales simulator game, as a strategy to minimize sales problems in organizations. Design/methodology/approach This empirical study was executed in a large global company that produces and markets footwear for B2B and B2C markets. The company operates in more than 18 countries and adopts the gamification to train 7,600 sellers and 10,052 professionals directly linked to the sales area. The methodology adopted followed a qualitative and exploratory approach based on an in-depth case study analysis. Findings Results indicated that the use of predictive gamification allowed mitigating future problems, in average, four months in advance of the arrival of the new products at the points of sale. The main findings included improvement in sales arguments, product knowledge and sales closure. The company assigns the results to the implementation of the gamification and the possibility to simulate the evaluation of the level of readiness of the sales force resources. For this, the following three primary variables emerged: adequate definition of training content, analysis of the learning process and simulation of store reality. Research limitations/implications The authors introduced to the sales training literature the concept of predictive gamification. The predictive gamification allows anticipating and reducing future problems before the arrival of the new products in the market, improving the argument of sales, the knowledge about the products and the ratio of sales conversion of stores. Practical implications First, the content design of gamification needs to be carefully projected before the simulator development, considering the target audience and its particularities. Second, the construction of evaluation activities needs to consider contexts, actions and results. Third, monitoring the paths taken by the seller in the simulator environment is requisite. Fourth, the analysis of the results of vendor responses in the simulator environment can be obtained through learning management system reports. Fifth, the development of game simulators with advanced technologies may be done with low investment. Originality/value The findings have implications for the field vis-à-vis three main research gaps identified in the literature discussing gamification in sales training. First, the authors identified best practices from the application of gamification in sales training. Second, they showed the sales qualification processes, which can be improved by applying gamification. Third, they presented strategies of use of gamification as an approach allied to the training of sales professionals to generate enhanced sales results.

scholarly journals ISO 9000 quality assurance certification in the mining sector of Greece

2001 ◽  
Vol 34 (3) ◽  
pp. 1059
Author(s):  
K. P. KITSOPOULOS ◽  
P. W. SCOTT ◽  
C. A. JEFFREY
Keyword(s):  
Quality Assurance ◽  
Customer Satisfaction ◽  
Iso 9000 ◽  
Environmental Management Systems ◽  
Mining Sector ◽  
Iso 14000 ◽  
The World ◽  
Business Efficiency ◽  
The Status ◽  
Of Greece

All over the world, businesses have started moving towards Quality Assurance and the adoption of ISO 9000 Standards. In this study, we examined the status of the Quality Assurance Certification of companies which operate in the mining sector in Greece. It is certain that the companies have started working towards Quality Management and Quality Assurance Certification. The movement towards Quality Assurance is customer driven. The specific motives for implementing Quality Assurance Certification were customer satisfaction, to gain a competitive advantage and improve business efficiency. They anticipate a better business image, to increase customer satisfaction and strengthen their market share. The level of criticism for some aspects of the ISO 9000 certification, which has been recorded in other parts of the world, was not found in Greece. Following the introduction of ISO 9000, some mining companies also included in their strategy the introduction of ISO 14000 which relates to Environmental Management Systems.

Sales organizations on the path of digitalization – A reflection from Germany, Finland and Austria

2021 ◽  
pp. 24-29
Author(s):  
Margarethe Uberwimmer ◽  
Pia Hautamäki ◽  
Stefan Wengler ◽  
Robert Fureder
Keyword(s):  
Sales Force ◽  
Digital Transformation ◽  
Face To Face ◽  
Speed Of Response ◽  
Sales Process ◽  
The Status ◽  
Sales Organizations ◽  
Sales Pitch ◽  
Depth Interviews ◽  
Executives And Managers

Companies are either proactively driving the digital transformation or are forced to digitalize by markets and ecosystems. In order to identify the status about the digital transformation of sales in practice and to get deeper knowledge about treated areas in sales and challenges on the path of digitalization, in-depth interviews of sales executives and managers of more than 50 internationally operating companies in three countries Germany, Finland and Austria were conducted in this research. The results show that one major goal for companies is to accelerate digitizing processes as digitalization helps to work more efficiently. Access to systems is necessary, hence investments in digitalization are seen as sustainable and absolutely essential for to serve B2B customers today. Digital tools lead to adaptions in the sales process as with support sales processes and sales management. Accelerated also by the COVID-19 crisis, face-to-face customer visits have been reduced even more and online meetings have increased as the speed of response has become more and more important. Finally, the necessary skill set of a sales force has to be adapted, which has to be further researched in the future, having support of higher education institutions being the order of the day. Companies have realized that a good sales pitch does not necessarily need to be in person, due to new virtual technologies.

scholarly journals When to outsource the sales force for new products

2019 ◽  
Vol 82 ◽  
pp. 106-116 ◽  
Author(s):  
Valerie Good ◽  
Roger J. Calantone
Keyword(s):  
New Products ◽  
Sales Force

Design of Stadium Management ERP System

2014 ◽  
Vol 926-930 ◽  
pp. 4709-4712
Author(s):  
Jian Jun Wang
Keyword(s):  
Enterprise Resource Planning ◽  
Financial Management ◽  
Raw Materials ◽  
Resource Planning ◽  
Enterprise Management ◽  
Erp Implementation ◽  
Management Level ◽  
Erp System ◽  
Integrated Technology ◽  
The Status

This article through to the stadium E (Enterprise Resource Planning) design and analysis project, starting from the industry's external environment and internal environment, the necessity of ERP implementation of enterprise; at the same time the gymnasium industry procurement, sales, production, financial management of the status quo of business model design, and the key technologies of the distribution of raw materials model and inventory cost settlement navigation is designed and analyzed, integrated technology, realizes the information sharing. The corresponding solution practical verification is feasible, effective and improves enterprise management level and market strain capacity.

Legislation for National Library Services in Developing Countries

1998 ◽  
Vol 10 (2) ◽  
pp. 93-103 ◽  
Author(s):  
Peter Lor
Keyword(s):  
Developing Countries ◽  
Political Process ◽  
National Policy ◽  
National Library ◽  
Policy And Strategy ◽  
The Status ◽  
Fundamental Reflection ◽  
Information Materials ◽  
Definition Of ◽  
National Libraries

An effective national library needs adequate resources and appropriate powers and status, which ideally should be enshrined in national legislation. Crucial elements are the national library's relationship with the state, its authority, and its autonomy. If these are well-founded the library's funding and accountability, its ability to carry through national and international cooperative work, and its freedom to determine priorities and allocate resources flexibly are all safeguarded. In developing countries, national libraries often discharge their responsibilities through a national library service (NLS), via a network of branch and affiliated libraries. The main sections of a typical NLS statute are the definition of terms relating to information materials, their format, reproduction and dissemination; the designation of the institution (if new) as the NLS; the aims of the NLS, neither too restrictive nor unrealistically broad, but taking a long-term view; a statement of functions which indicates in outline the tasks and activities of the NLS in pursuing its aims; the status and powers of the NLS; its governance, including the parent ministry and governing board; its personnel structures and policies, especially the vital issue of its director; collections and other assets; services; and finally financing, organization, and regulations. All this presupposes consultation on national policy and strategy within a political process which will require some compromises. Clear and explicit drafting following fundamental reflection on the nature and purpose of an NLS is therefore essential.

scholarly journals Research on the Accounting and Auditing Risk Calculation Strategies of Enterprises in the Information Age

2021 ◽  
Vol 6 (1) ◽  
pp. 416
Author(s):  
Junna Li
Keyword(s):  
Information Age ◽  
Continuous Optimization ◽  
Status Quo ◽  
Enterprise Management ◽  
Social Changes ◽  
Chinese Enterprises ◽  
Risk Calculation ◽  
Modern Enterprise ◽  
The Social ◽  
The Status

After entering the information age, the accounting and auditing work of Chinese enterprises must be updated according to the new changes of the society and the enterprises. As the top priority of modern enterprise management, enterprise accounting auditing requires continuous optimization of the management within the enterprises so that the enterprises’ development could keep pace with the social changes. By introducing information technology into enterprise accounting auditing, it is possible to improve the efficiency of enterprise accounting auditing and to ensure the accuracy of enterprise auditing. This article starts with the status quo of enterprise accounting auditing in the information age. Then, it analyses the current risks of enterprise accounting audit and puts forward some suggestions to prevent the risks. This thesis is expected to provide useful reference for the development of enterprise accounting auditing in the information age.

scholarly journals THE ISSUE OF LEGAL SUBJECTITY OF MANAGEMENT BODIES AND STRUCTURAL UNITS OF A LEGAL ENTITY

2019 ◽  
Vol 6 ◽  
pp. 37-42
Author(s):  
Volodymyr Sichevliuk
Keyword(s):  
Organizational Structure ◽  
Legal Person ◽  
Internal Space ◽  
Structural Elements ◽  
Structural Element ◽  
Legal Entity ◽  
Ability To Act ◽  
The Status ◽  
Active Segment ◽  
The Individual

The author notes that the law nature of a legal entity presupposes the presence in the internal space of this legal actor a number of local legal relationships, in which the sole and collective elements of its organizational structure are involved. All of them are endowed with the status of a participant (party) of this kind of legal relations and possess a certain individualized part of the legal subjectity, inherent for legal entity in general. Therefore, governing bodies and other internal structures of legal entities do not have their own legal subjectity. Through the organizational structure of the legal entity it is realized personal legal subjectity just of this entity in all dimensions of the latter's existence. Accordingly, the structural elements of a legal entity are also not endowed with the status of subject of law. There are few essential features, characterizing the individual status of legal subjectity, inherent for the structural element of the legal entity. Firstly, the content and scope of the rights and obligations of such formation (so-called «individual legal capacity») is always limited in accordance with the list of functions, provided for it; secondly, so-called «individual active capacity» of a structural element of a legal entity is determined by the needs of the organization as a whole and is interdependent with the ability to act on its other internal entities; thirdly, the governing bodies and divisions of the legal entity are the operators of the active segment of its delictual capacity, but they are deprived of the opportunity to be held responsible for the offenses, committed by them (their individual status doesn’t support the segment of «passive delictual capacity» of the legal person). The aforementioned individualization of the legal subjectity of governing bodies and structural subdivisions of a legal entity is their essential attribute which: а) creates the basis for effective internal corporate or administrative control over the activities of such entities, and b) allows to realize an external regulation of the volume of a legal subjectity potential of certain internal structural elements of a legal entity for the purpose of, among other aims, the implementation of actual public interests in their activity.

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