Development of Marketing Decision Criteria

Anil is a new customer for a car. He does not know what to look for, and how to evaluate the different brands or models available in the country. He turns to his friend, Arun Joshi who has been a car owner for over ten years, his brother in law and a neighbour who works for a car dealership, for advice. They tell him to look for fuel efficiency, space for passenger and luggage safety features, after sales service of the dealer or the manufacturer, manoeuvrability in small areas and parking lots, driving comfort, availability of roadside repair and maintenance

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Delegation to Staffing

Few executives would argue with the fact that people are vital for the effective operation of a company. Managers often say that people are their most important asset. Yet the human assets are virtually never shown on the balance sheet as a distinct category, although a great deal of money is invested in the recruitment, selection, and training of people. They refer to this process as “human resource accounting”. This approach is not without its problems, and there is conflict among management experts, between the proponents of human resource accounting and the financial people who have to develop the system

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Job Design

People spend a great deal of time on the job, and it is therefore important to design jobs so that individuals feel good about their work. This requires an appropriate job structure in terms of content, function and relationships. Design of jobs for individuals and work teams The focus of job design can be on the individual position or on work groups. First, individual jobs can be enriched by grouping tasks into natural work units. This means putting tasks, which are related, into one category and assigning an individual to carry out those tasks. A second related approach is to

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Results of Current Sales Objective

You now know what results the three categories of buyers generally look for in your business. Now get more specific and generate a list of results that the individual buying influences want or need with regard to the particular sales objective you’ve been working. Use the right hand page of the open notebook to make out this list. At the top of page write Win Results Chart and then divide the page into three columns and label them with subheading Buying Influences Results and Win Results Statements. Take out your buying influences chart and copy down the names of all

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Job Stress, Counselling and Mentoring

Job Stress For last few decades, jobs have become more demanding. Therefore the responsibilities are increasing at every level. Whether one is in sales and marketing, administrative jobs, manufacturing, policy making, security forces or logistics, every area of work has become extremely demanding. The rising competition in every area of consumable products or services has made jobs more challenging. Earlier whatever was produced could easily be consumed, as the consumers were plenty and choices were limited. Subsequent to use of I.T. Technology, has given access to large data and status of any service. Each employee is connected to each other

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Selection Process Techniques and Instruments

An overview of the selection process, followed by a discussion of a number of instruments and techniques, including interviews, tests, and the assessment centre is required. For good selection, the information about the applicant should be both valid and reliable. When people ask if the data is valid, they raise this question: Is the data measuring what it is supposed to be measuring? In selection, validity is the degree to which the data predicts the candidate’s success as a manager. The information should also have a high degree of reliability, a term that refers to the accuracy and consistency of

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Internal Environment

The internal factors selected for this discussion concern staffing managerial positions with personnel from within the firm as well as from the outside, determining the responsibility for staffing and recognizing the need for top management support in overcoming resistance to change. Promotion from within: Originally, promotion from within implied that workers proceeded into frontline supervisory positions and then upward through the organizational structure. Thus, a firm was pictured as receiving a flow of non-managerial employees from which future managers emerged. As used to be said in the railroad industry. When a president retires or dies, we hire a new office

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Economic Buying Influence

Among the questions they present  to us, these three probably stand out as most common: How do I get to the economic buying influence? How can I effectively utilize a strategic coach? What about the competition? These are all reasonable questions, and we devote this section of to providing some answers. We begin with what is probably the single   most frequently identified problem area: what to do with that singularly   important, yet often inaccessible individual called the economic buying influence. The heart of Strategic Selling is managing every one of your sales objectives so that you need up in the

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Other Diseconomies

Confusion Although related to the problems of bureaucratization the diseconomies that fall into this category arise from a different phenomenon: the tendency for a facility, as it grows in size, to be assigned more and more products, processes and specializations. As mentioned in our earlier discussion of the difference between size and scale, combining dissimilar activities does not reduce complexity, it merely locates it under the same roof.  Unless this complexity is managed carefully, the firm can begin to work at cross purposes and even dissolve into chaos. Our observations suggest that the number of people whose role is primarily

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Influences on Buyer Behaviour

Buyer decisions are strongly influenced by variables like cultural and social factors, personal factors like demographics, self-concepts, lifestyles and personality. Culture refers to a set of values, traditions, or beliefs, which guide the individual’s behaviour. In a way, culture is normative as it prescribes norms of acceptable human behaviour.  Put in other words, culture refers to values, ideas, attitudes and other meaningful symbols created by people to shape human behaviour and the artefacts of that behaviour transmitted from one generation to another. It has both the abstract and material dimensions. The abstract dimensions affect consumer preferences abstract elements of culture

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Vertical Integration and Outsourcing in an Organization

One of the most fundamental strategic decisions every company faces is which activities should be conducted in-house and which should be outsourced from various partners and suppliers. Such span of ownership, or vertical integration, decisions ultimately define the very essence of the firm’s business model and determine whom  it considers its customers, suppliers, competitors, and partners. Moreover, these decisions can have a profound impact on competitive performance. Unfortunately, managers attempting to develop vertical integration strategies must negotiate their way through advice that seems to change with the times. In the mid-1980s, Business week warned of the dire consequences that would

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Job Satisfaction and Turnover

Does high employee job satisfaction result in low turnover? Research has uncovered a moderately inverse relationship between satisfaction and turnover. High job satisfaction will not, in and of itself, keep turnover low, but it does seem to help. On the other hand, if there is considerable job dissatisfaction, there is likely to be high turnover. Obviously, other variables enter into an employee’s decision to quit besides job satisfaction. For example, age, tenure in the organization, and commitment to the organization may play a role. Some people cannot see themselves working anywhere else, so they remain regardless of how dissatisfied they

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