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Sales Management

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C/M/1942. Sales Management and Marketing Strategies of Mitsubishi Heavy Industries Ltd

WORDS:
4550
DATE:
2011
PRICE:
49.99 GBP

The paper looks at the use of sales management techniques in the marketing strategies of Mitsubishi Heavy Industries (MHI). A correlation between sales and marketing is established, the background of MHI is described, the features of sales management in heavy industries are addressed with reference to HRM.

 

KEYWORDS: Sales Management, Marketing strategy, Mitsubishi Heavy Industries,

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S/M/502. Dissertation. Role of sales force in company's success: case of Foot Locker

WORDS:
17500
DATE:
2009
PRICE:
179.99 GBP

The dissertation examines the role of an effective sales force in the company's business using a case study of Foot Locker in the UK market. Literature is reviewed on the theories of motivation that can be applied to the company's sales force, the effect of competition on sales processes, etc. The company's selling situation is examined, consumer spending trends in the Foot Locker's market are explored, analysis of the company is conducted using the models of SWOT and PEST, describing external and internal influences on the sales processes, the policies of the human resource management (HRM), etc. A sales presentation for the company is developed and evaluated.

 

KEYWORDS: Dissertation, sales, Foot Locker, SWOT, PEST, sales presentation,

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C/M/438. Limitations to Sales Force Automation (SFA)

WORDS:
1000
DATE:
2007
PRICE:
19.99 GBP

This report has been aimed at analyzing the factors that have led to the failure of sales force automation (SFA) within sales management across different industries. SFA has stemmed during the 1980s as a viable option for sales support function in order to increase its efficiency and effectiveness. Although many companies have invested heavily in such systems but the output have not been convincing, therefore the report looks at some of the limiting factors for SFA.

 

KEYWORDS: SFA, Sales Force Automation, Sales, Marketing, Organizational Behaviour, Technology,

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C/M/562. Review and critique the current accepted models of sales management and there potential applicability to a sales manager

WORDS:
2400
DATE:
2007
PRICE:
29.99 GBP

An analysis is undertaken on the current accepted models of sales management. The sales management process is categorised into sales planning, sales force design, sales force management (which includes motivation, leadership and recruitment and selection) and finally evaluation. Models which have been developed regarding these processes have been evaluated, analysing their strengths and weaknesses, their validity and most importantly their usefulness and potential applicability to a sales manager

 

KEYWORDS: Sales management, sales force, leadership, motivation, evaluation of sales, decision m,

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S/M/301. Does the downsizing of the traditional sales function mean that the role of sales in business organizations is less important?

WORDS:
2000
DATE:
2007
PRICE:
29.99 GBP

The paper examines the changes in traditional sales practices brought about by the Internet shopping. The transformations in the strategic focus of sales are reviewed, the functions of strategic account management (SAM) are discussed.

 

KEYWORDS: Sales, e-commerce, strategic account management,

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