From the category archives:

Sales/Marketing Management

Advertising Applications

August 20, 2010 Sales/Marketing Management

Numerous memory concepts have significant implications for the field of advertising. The following conclusions represent only a sampling of the useful guidelines that are available. While some are drawn directly from our previous discussion others represent extensions of that material. Of course in all cases these conclusions are generalization which will not apply in every [...]

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Other business services

August 20, 2010 Sales/Marketing Management

Trade creates demands for international services Most US business services companies enter international marks to service their US clients abroad. Accounting and advertising firms were among the early companies to establish branches or acquire local affiliations abroad to serve their US multinational clients. Hotels and auto rental agencies followed the business traveler abroad. Most recently [...]

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Customer training becoming a major sales service

August 20, 2010 Sales/Marketing Management

Customer training is rapidly becoming a major after sales service when selling technical products in countries that demand the latest technology but do not always have trained personnel. China demands the most advanced technical equipment but frequently has untrained people responsible for products they do not understand. Heavy emphasis on training programs and self teaching [...]

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Business Services

August 20, 2010 Sales/Marketing Management

For many industrial products the revenue from associated services exceeds the revenues from the products. Perhaps the most obvious case is cellular phones, in which the physical product is practically given away to gain the phone services contract. Or consider how inexpensive printers may seem until the costs of operation (i.e. ink cartridges) are considered. [...]

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A lack of universal standards in international sales

August 19, 2010 Sales/Marketing Management

A lack of universal standards is another problem in international sales of industrial products. The United States has two major areas of concern in this regard for the industrial goods exporter: a lack of common standards for manufacturing highly specialized equipment such as tools and computers, and the use of the inch pound or English [...]

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Quality is defined by the buyer

August 19, 2010 Sales/Marketing Management

One important dimension of quality is how well a product meets the specific needs of the buyer. When a product falls short of performance expectations, its poor quality is readily apparent. However, it is less apparent but nonetheless true that a product that exceeds performance expectations is also of poor quality. A product whose design [...]

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A 3600 Approach to time

August 19, 2010 Sales/Marketing Management

Not too long ago, most Indians possessed one watch, which served the purpose of telling time. It has been a long journey from a one brand market to a market where it is estimated that about 28 millions units are sold every year, and the off take is growing at the rate of 30 percent [...]

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The food and Grocery supply chain

August 17, 2010 Sales/Marketing Management

Supply chain management is of paramount importance to the food industry. The supply chain is long with in commensurate value added in terms of sorting, grading, storage and bulk handling facilities. In the Indian context, the farmers are not getting the due value for their produce. They are forced to sell their produce to the [...]

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Wal-Mart lays down the law on RFID

August 17, 2010 Sales/Marketing Management

Although radio frequency identification (RFID) has been around for decades, it mostly sat on the technological bench until retail giant Wal-Mart Stores Inc, began to mandate that its key suppliers would adopt and implement these chips on every pallet shipped to Wal-Mart’s Dallas, Texas based distribution centers (DCs) with the eventual goal of having RFID [...]

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World class advertising professionals

August 17, 2010 Sales/Marketing Management

Ideally, advertising objectives should be stated in terms of sales or profits. However, this is difficult or impossible given that advertising is only one of the input variables, and it interacts with other controlled and uncontrolled variables that also impact sales and profits. The advertising objectives must somehow relate to consumer’s behavior since this is [...]

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