Different Companies Have Different Strategies When Implementing Sales Programs

Words: 1564
Pages: 7
Open Document
Q1.

Different companies have different strategies when implementing sales programs. A strategy used by McDonnell-Cummins is by providing compensation. As a B2B company, Linda is required to do direct marketing in order to introduce their products to large consumer goods companies. Therefore, as a motivation, offering an incentive in the form of compensation for staff such as providing a new car and expense account is to enforce desirable sales performance.

At McDonnell-Cummins Company, they hired Linda Stephens who has a background in chemical engineering as a sales engineer. This might not be in relation to sales; however, having that background will help Linda as she goes into a line that requires her to sell specialty chemicals, …show more content…
This gives her further details on the products by McDonnell-Cummins and a better understanding of their company overall. She also manages to gain knowledge of the detailed specifications for products needed for development of their new product idea from the scientists in the research and development department that she met. Therefore, Linda is now more able to identify whether she will be able to meet the needs of McDonnell-Cummins or not. Furthermore, as she has managed to make contact with the two scientists that provide Mr. Constantin with whatever purchases is needed for their work, she is more able to develop a relationship with them and better understand the company’s wants and needs as the scientists have an input and play a part in the company’s purchasing decision, this allows Linda to approach the purchasing department with products that they require.

Other than that, by handing Dr. Leland Birsner and Esther Hughes a brochure, Linda also provides them with information about the products offered by her firm. As Dr. Leland Birsner is the direction that has a hand in making the final decision alongside Esther Hughes, his insight on the firm Linda represents may provide them with an easier decision to make leaning toward purchasing from Linda, as everyone important in making the final decision is well informed and have made personal contact with Linda.

Furthermore, having been introduced to the director of research and
Show More

Related Documents: Different Companies Have Different Strategies When Implementing Sales Programs

Barilla Spa Case Essay

Barilla’s high stock out rates along with large average inventory numbers are the main reasons why Maggiali is looking to continue on with Vitali’s dream of implementing the Just In Time Distribution system. However, faced with great external resistance to its introduction, Magialli must look to top management to hop on board and facilitate its acceptance among all partners in the supply chain. Using internal distributors as experiments will allow Barilla to showcase better stock out and…

Words 1256 - Pages 6

Simulation For Multi Echelon Inventory System

in a variety of modes. Supply chain inventory management (SCIM) is an integrated approach to the planning and control of inventory throughout the whole network of cooperating organizations from source of supply to the end user. It is mainly focused on the customer demand and aims at improving customer service, increasing product variety and lowering costs. Basically, controlling inventory in a huge network is very crucial and difficult. The management policies such as Multi-echelon or Multi-level…

Words 795 - Pages 4

Case Study Essay

Position in the carpet and rug industry? Crafton Industries sells high priced to medium priced rugs and carpets predominantly to the domestic market segment. Crafton is small industry with company sales of $75 million in fiscal 2010, while the U.S. industry sales leader is Shaw Industries, with 2009 sales of 3025 million. Currently, Crafton supplies its products through seven flooring wholesalers; the seven wholesalers have 4000 retailers. For small players in industry like Crafton it is heavily depended…

Words 1220 - Pages 5

Department Store Case Study

chain stores and department stores are the primary distribution channels for our Levi's® and Dockers® products, and the mass channel is the primary distribution channel for Signature by Levi Strauss & Co.™ and Denizen® products. Outside the United States, department stores and independent Jeanswear retailers have traditionally been our primary distribution channels. It may be unable to maintain or increase sales of its products through these distribution channels for several reasons, including the…

Words 1115 - Pages 5

1 4 Essay

that the structure of its logistics functions are as shown in Figure 1.1. Home depot owns most of their distribution centers; this benefits Home Depot because they are in a direct line of contact with the distribution centers and the retail stores. This breaks the barriers between the retail stores and the distribution centers and helps them to get their supplies efficiently. From the distribution center the shipment is then transported via their privately owned trucking fleet to a factory or a warehouse…

Words 849 - Pages 4

Wide Awake Cafe Case Study

Place (Distribution) Strategy Distribution includes the entire process of moving the product from the factory to the end user. The type of distribution network you choose will depend upon the industry and the size of the market. A good way to make your decision is to analyze your competitors to determine the channels they are using, then decide whether to use the same type of channel or an alternative that may provide you with a strategic advantage. Some of the more common distribution channels include:…

Words 459 - Pages 2

Essay Study of Supply Chain Management of Hindustan Unilever Limited

A Project Report On “Study of supply Channel Management of Hindustan Unilever Limited.” [pic] Submitted By Partho mukherjee PGDM (operations) Sem 3rd under the guidance of mr. Vivek swami sinhgad institute of business administration&research S. NO. 40/4A+4B/1 NEARPMCOCTROI POST, KONDHWA –SASWAD ROAD, KONDHWA (BK) PUNE-411048…

Words 2947 - Pages 12

Barilla Spa Case Report Essay

introduction of JIT Distribution system, I would like to present the issues and my recommendations to you before our meeting with Marconi’s executives to discuss JITD proposal. As the meeting is scheduled for the of November I would like to hear your thoughts on JITD before the end of this month so I can make appropriate changes to address any issues you might foresee as a direct result of our proposal. The decision to adopt the Just-in-Time Distribution will most likely…

Words 1997 - Pages 8

Research Paper On Target Corporation

Corporation With old channels of businesses being taken over by the online distribution network, Target has become susceptible to the same fate that blockbuster had experienced in the movie rental business. The videogame industry was quickly following film in the sense that content would begin to be distributed electronically. In order for Target to future-proof itself for the next 5 years, it must re-align its corporate and management strategy policies. There is no doubt that Target should begin distributing…

Words 1118 - Pages 5

Barilla Spa - 1 Essay

Maggiali, director of Barilla's logistics department is proposing an innovative idea created by his predecessor Brando Vitali called Just-in-Time Distribution (JITD). This is a significant change from their traditional methods of distributors ordering freely and independently from Barilla. JITD requires that all members of the distribution channel share sales information and allow Barilla to order and dispense the amount of products to each distributor that they deem appropriate. This would ideally…

Words 1489 - Pages 6