From the category archives:

Sales/Marketing Management

What is Complex Sale?

What is Complex Sale?
by V S Rama Rao May 18, 2012 Sales/Marketing Management

Our processes are built on reality, not theory, and it would be unrealistic to suggest that everyone involved in selling could profit equally from them. That’s why we need to start by defining the complex sale, so that you can determine whether or not, given the type of selling you do, you can benefit from [...]

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Selling and Marketing Orientation

Selling and Marketing Orientation
by V S Rama Rao May 15, 2012 Sales/Marketing Management

The selling approach is more transaction based and aims at maximization in the short term. As opposed to this, the marketing approach emphasises customer management, customized approach to winning and retaining the customer and hence focuses on building profits over a long term. The selling approach generally undermines research. It is more intuitive. It works [...]

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Selling Tactics Defined

Selling Tactics Defined
by V S Rama Rao May 7, 2012 Sales/Marketing Management

Imagine that you’re the manager of XYZ  and that your team is about to play Real Madrid. The big game is one week away and the films of the Spanish team’s last couple of games have just come in. Your players are eager to see them so they can start working out game plans, but [...]

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Contemporary and Future Marketing Management

Contemporary and Future Marketing Management
by V S Rama Rao May 2, 2012 Sales/Marketing Management

In the fast changing world of ours, consumers continuously want improved products at lower prices at their doorsteps. It is here that innovation plays a significant role and can provide to the firm the desired competitive advantage. Innovation often leads top redesigning the market strategy. The multiplex revolution is one such case of innovation in [...]

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U.S., Japan and Asia in World Business-A Brief

U.S., Japan and Asia in World Business-A Brief
by V S Rama Rao May 2, 2012 General / Interesting

The United States; Dashed expectations for Limitless Growth. US operations managers had spent much of the 1980s and 1990s responding to the assaults of Japanese and other Asian competitors. This had forced them to embark on a variety of improvement activities, many of which finally appeared to be bearing fruit. They had downsized their organizations, [...]

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Consumer in India

Consumer in India
by V S Rama Rao April 24, 2012 Sales/Marketing Management

Consumer Communities: Today there is a growing trend of consumers coming together to form themselves in communities. Whether it is the social causes like that of ‘Save Mumbai’ or ecological issues as in the case of impurities in Pepsi and Coke, these groups have today come to acquire significant power. Internet has facilitated this growth. [...]

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Times of Constant Change – How to Sell Successfully?

Times of Constant Change – How to Sell Successfully?
by V S Rama Rao April 18, 2012 Sales/Marketing Management

The  old Greek legend tells how the ruler of Crete, King Minos has an underground maze, the Labyrinth, constructed near his palace to serve as an escape proof prison for the infamous Minotaur – a ravenous monster who is half man and half bull. Anyone who enters the maze becomes hopelessly lost, and once that [...]

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Consumer Behavior and Markets

Consumer Behavior and Markets
by V S Rama Rao April 14, 2012 Sales/Marketing Management

Deciphering consumer’s behavior is the biggest challenge before the manufacturing companies. The success of any product and service largely depends on the consumer’s response and behavior. There is no set test to analyze consumer’s behavior. The behavior of consumers is affected by several factors and these factors directly or indirectly influence the buyer’s behavior. Many [...]

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Differences in Language and Nonverbal Behaviors – International Marketing

Differences in Language and Nonverbal Behaviors – International Marketing
by V S Rama Rao April 3, 2012 Sales/Marketing Management

Americans are clearly near the bottom of the languages skills list, although Australians assert that Australians are even worse. It should be added however that American undergrads recently have begun to see the light and are flocking to language classes and study abroad programs. Unfortunately, foreign language teaching resources in the United States are inadequate [...]

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Understanding Consumers and Market Segments

Understanding Consumers and Market Segments
by V S Rama Rao March 26, 2012 Sales/Marketing Management

Satisfying the consumer’s need is not an easy task. It is one of the biggest challenges before manufacturers to design and develop a product that satisfies the expectations of the consumer group. To meet the expectations of the clients now manufacturing companies are designing a different variation of products for different consumer groups. The practice [...]

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Environmental Adaptation and Major Obstacles

Environmental Adaptation and Major Obstacles
by V S Rama Rao March 26, 2012 Sales/Marketing Management

To adjust and adapt  a marketing program to foreign markets, marketers must be able to interpret effectively the influence and impact of each of the uncontrollable environmental elements on the marketing plan for each foreign market in which they hope  to do business. In a broad sense the uncontrollable elements constitute the culture; the difficulty [...]

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Features of Competitive Advantage

Features of Competitive Advantage
by V S Rama Rao March 24, 2012 Sales/Marketing Management

Not sustainable for long: It is not always possible for companies to sustain individual sources of competitive advantage for long (rivals copy and do everything possible to wipe out the edge through their own innovations). So, the best way to maintain leadership is to continually seek new forms of advantage through constant experimentation, innovative efforts [...]

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