Estimating, Planning, and Forecasting

2020 ◽  
pp. 25-51
Keyword(s):  
Sales Force ◽  
Market Size ◽  
Quota System ◽  
Smooth Flow ◽  
Sales Team ◽  
Sales And Marketing ◽  
Potential Market ◽  
Marketing Team ◽  
Relative Potential ◽  
Budgeting Process

Sales happens only where there is a potential market for the product. There are various ways of estimating the market size. One organization in India has made an estimate of the relative potential of the geographical units in the country. In addition, they have estimated the degree of media exposure of these units as well as the concentration of purchasing power of the population of those areas. The sales and marketing team can draw up their strategies based on these three indices. Similar estimates are available in many countries of the world. The sales team has to also understand the economic structures of the market and then go through the budgeting process. This budgeting process or the sales and marketing plans are very crucial to the organization as this is the blueprint for the progress of the organization. In order to ensure the smooth functioning of the organization, sales forecasting has to be done. This process ensures proper coordination of multiple functions within the organization – and ensures smooth flow of products from manufacturing to the market. The sales team has to make this forecast on the basis of their territories and the quota of sales allocated to them. Territories are formulated to ensure better administration of the field sales force and the quota system helps the sales team to work towards a goal.

scholarly journals Promoting the Products Offered by “La Lisa Hotel” with an Effective Promotional Video

K ta Kita ◽  
2019 ◽  
Vol 7 (3) ◽  
pp. 346-351
Author(s):  
Yoko Amirudin
Keyword(s):  
Positive Feedback ◽  
Motion Pictures ◽  
Coffee Shop ◽  
Meeting Room ◽  
Sales Team ◽  
Sales And Marketing ◽  
Marketing Team ◽  
Promotional Video ◽  
Selling Point ◽  
Potential Customers

Ayola La Lisa is a a 3.5 star hotel which is located at Nginden street no 82. This hotel has 121 rooms, 4 meeting rooms, a pool, a restaurant, a coffee shop, and etc. Moreover, this hotel has more spacious rooms than its rivals and one meeting room that can accommodate up to 200 people. The main problem that La Lisa currenly facing is the potential customers did not give positive feedback while the sales team offered the products. Most importantly, this promotional tool failed to project La Lisa uniqueness. Because of this problem, La lisa could not get the attention from as potential customers mostly from all over Surabaya such as government officers. Therefore, the solution of the problem is to make a promotional video. With this video, the potential customers will be more interested when they see motion pictures highlighting the unique selling points, rarther than just a brochure. The unique selling points that will be highlighthed is to focus on the private meeting room and its other supporting facilities such as the lunch, the rooms, and the ambience. By having this video, the sales and marketing team will be easier to promote the hotel more effectively to its potential customers. Keywords: promotion, branding, unique selling point (USP), promotional video

scholarly journals Promoting Fave Hotel’s Rungkut Meeting Rooms and Rooms Using a Marketing Booklet

K ta Kita ◽  
2019 ◽  
Vol 7 (2) ◽  
pp. 139-145
Author(s):  
Alexandra Ricci Pradnya Paramita
Keyword(s):  
Target Market ◽  
Sales Team ◽  
Sales And Marketing ◽  
Marketing Team ◽  
Hotel Marketing ◽  
Made In

Fave Hotel Rungkut is a 3 – star hotel, located in Jl. Kaliraya Rungkut No. 23 – 25. Fave Hotel Rungkut has 175 total rooms with 169 standar rooms and 6 suite rooms. They also offer 4 medium and 2 large meeting rooms.  Their main competitors are Cleo Business Hotel, Zest Hotel Jemursari, and Amaris Magarejo. The main problem that Fave Hotel Rungkut is facing is the decline of upselling rooms and meeting rooms in September – November 2018. To solve the problem, I made a marketing booklet to help sales team sell the products of Fave Hotel Rungkut. A marketing booklet is made in English and Indonesia in order to make their local and foreign customers understand. This marketing booklet will be useful and helpful for sales and marketing team to promote or show their products to their target market. Keywords: Promotion, Hotel, Marketing Booklet

scholarly journals The alternative “Marketing Revolution”

2016 ◽  
Vol 8 (2) ◽  
pp. 308-334 ◽  
Author(s):  
Mark Tadajewski
Keyword(s):  
Design Methodology ◽  
Market Research ◽  
Sales Force ◽  
Marketing Management ◽  
Close Reading ◽  
Content Type ◽  
Sales Force Management ◽  
Sales And Marketing

Purpose This paper reviews the contributions of Harry Tosdal, a pioneer of sales and marketing management. It serves to puncture a variety of marketing myths and illuminate a completely neglected concept of the consumer. Design/methodology/approach This account is based on a close reading of Tosdal’s publications. Findings Tosdal articulated a highly nuanced interpretation of marketing management, market research and sales force management. Each of these elements was keyed into fostering goodwill between firm and customer. Perhaps most importantly, he provides a counterpoint to the idea that the consumer is sovereign in the marketplace. Instead, he makes a case that the ontology of the market is riven by compromise. Originality/value This paper highlights the concept of the compromising consumer. Arguably, this is a much more empirically realistic conception of the agency we possess in the marketplace than the idea that we move markets in ways absolutely consistent with our desires.

scholarly journals Imparting medical knowledge to pharmaceutical sales force

2021 ◽  
Vol 8 (4) ◽  
pp. 152-154
Author(s):  
Sunil Chaudhry ◽  
Vishwas Sovani
Keyword(s):  
Medical Knowledge ◽  
Sales Force ◽  
Sales Representative ◽  
Product Launch ◽  
Medical Terminology ◽  
Medical Department ◽  
Pharmaceutical Sales ◽  
Medical Practitioners ◽  
Training Unit ◽  
Marketing Team

Keycustomers of the pharmaceutical industry are qualified medical practitioners. To be able to stand their ground the sales representative needs training about medical terminology, the relevant disease, the molecule being marketed and some competitor information. A short induction could be followed by ongoing refresher training either face to face or online. The medical department has a major role to play here. Product launch training is planned by medical and marketing team based on the feature benefits of the product being launched. The training unit of the medical department of pharma companies are an inseparable part of the whole marketing effort.

Management of Sales Force

2020 ◽  
pp. 52-83
Keyword(s):  
Force Control ◽  
Sales Force ◽  
Leadership Role ◽  
Appraisal System ◽  
Sales Team ◽  
Top Managers ◽  
Classroom Training ◽  
The Individual ◽  
Analysis Of Performance

Recruitment of sales force is an established process in most large organizations. This is because not only is it a continuous activity as the organizations grow, but the quality of the sales force is very important for the organization to succeed in the marketplace. So, selection and then further training of the selected sales force is very critical. Training can be imparted in various ways. Sometimes it is on-the-job or sometimes there is classroom training, etc. The methods vary according to the requirements of the organization as well as the individual sales person. Once inducted in the sales team, the sales persons as well as the executives has to be kept motivated. The sales force is motivated through financial as well as non-financial methods of motivation. Sometimes a promotion is sufficient, or sometimes, more financial motivations are required. All these also depends on the compensation structure of the sales force, especially in comparison with those of their competitors in their industry. The top management uses the theories of motivation in order to formulate their policies and regulations for the sales force. Control of sales force also is a very important task for the top managers, and it is usually carried out through the analysis of performance in their appraisal system. The top managers have to play the leadership role with their sales team and establish benchmarks of behavior and attitude for the entire team. This is because they are the leaders the entire sales team looks up to.

E-Commerce Challenges and Policy Considerations in Nigeria

2008 ◽  
pp. 2684-2693
Author(s):  
Wole Michael Olatokun ◽  
Isola Ajiferuke
Keyword(s):  
Developing Countries ◽  
Electronic Commerce ◽  
Economies Of Scale ◽  
Business Processes ◽  
Product Information ◽  
Home Shopping ◽  
Data Interchange ◽  
Sales And Marketing ◽  
Potential Market ◽  
Interactive Advertising

Electronic commerce (or e-commerce) is the popular term for doing business electronically. According to Haag, Cummings, and McCubbrey (1998), for businesses, electronic commerce includes performing transactions with customers over the Internet for purposes such as home shopping, home banking, and electronic cash use; performing transactions with other organizations through the use of electronic data interchange (EDI); gathering information relating to consumer market research and competitors; and distributing information to prospective customers through interactive advertising, sales, and marketing efforts. Benefits of e-commerce to companies include a wider potential market (i.e., global access); lowering of transaction costs; increase in the speed of transactions; improved economies of scale; minimization of human intervention in business processes; and unlimited access to product information for customers (Sesan, 2000; Wood, 2003). While a few developing countries such as Costa Rica are making inroads into electronic commerce (Travica, 2002), many others are slow in its adoption. For example, a study, which rated 42 developing countries on their “e-readiness,” found that Taiwan and Estonia had emerged as leaders among developing countries in the ability to conduct e-commerce, whereas Russia, much of the Middle East, and Africa were lagging behind (Anonymous, 2000). One of the countries included in the study but that rated poorly in its e-commerce efforts is Nigeria. In this articl, we shall be discussing the challenges being faced by the country as it grapples with the adoption of e-commerce.

Sales as entrepreneurship at Ewing Kauffman’s Marion Laboratories

2016 ◽  
Vol 18 (1) ◽  
pp. 14-26 ◽  
Author(s):  
Linden Dalecki
Keyword(s):  
Sales Force ◽  
Complex Environments ◽  
Content Type ◽  
Lone Wolf ◽  
Sales Team ◽  
Performance Patterns ◽  
The 1950S ◽  
Similar Vein ◽  
Problem Solvers ◽  
Sales Success

Purpose This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s. Design/methodology/approach The approach taken is a variation of “retrodiagnosis” – wherein modern psychographic personas are used to profile historical actors. After reviewing trends in both the academic and trade literatures related to professional and entrepreneurial selling in complex environments, the foundational sales force at Marion Laboratories active in the 1950s was assessed using the five sales personas proposed in a 2011 Corporate Executive Board (CEB) study: namely, hard-workers, relationship-builders, lone-wolfs, reactive-problem-solvers and challengers. Findings Individual members of the foundational sales force at Marion Laboratories displayed a number of dominant persona and subdominant persona traits. The relative success and managerial challenges evidenced by individual members of Marion’s foundational sales force are consistent with the CEB sales persona performance patterns. Specifically, those with dominant challenger and lone-wolf personas were especially crucial in driving sales success – to the point that Marion rapidly rose to become the most notable sales force in the American pharmaceutical vertical. Research limitations/implications Given that only a single firm was investigated, along with the interpretive and qualitative nature of the study, the findings are not generalizable. Additional studies in a similar vein with similar findings would add further support to the current findings. Theoretical implications related to customer development and effectuation are touched on. Practical implications The investigation lends qualitative historical support to the CEB study. The question of optimal-sales-team-persona-mix is worth founder’s consideration. Originality/value This is the first study to use contemporary sales personas to investigate a historically significant entrepreneurial sales force.

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