The article “Ending the War Between Sales and Marketing” by Philip Kotler, Neil Rackham and Suj Krishnaswamy opened my eyes to the way companies see their marketing and sales teams. Many senior managers describe the way sales and marketing work together is disappointing, they also say that they don’t communicate efficiently enough or sometimes not at all, the two functions don’t perform as well and they also complain too much. On the other hand though, when sales and marketing work together the companies see a great change for the better in the performance of a business. The main problems that were found when a study was conducted to see what kind of differences to make to have the two functions work better together are that the two main sources of conflict were economic and cultural, the marketing function has different forms at different product life cycle changes and lastly assessing the quality of the two functions performing well together is not hard.
Marketing and sales departments fight like children over whose job is more important and more valuable to an organization. When...
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
Companies realize what people need and they take it as sources to produce commodities. However, companies which have famous brands try to get people’s attention by developing their products. Because there are several options available of commodities, people might be in a dilemma to choose what product they looking for. In fact, that dilemma is not real, it is just what people want. That is what Steve McKevitt claims in his article “Everything Now”. When people go shopping there are limitless choices of one product made by different companies, all choices of this product basically do the same thing, but what makes them different is the brand’s name. Companies with brands are trying to get their consumers by presenting their commodities in ways which let people feel impressed, and that are some things they need to buy. This is what Anne Norton discussed in her article “The Signs of Shopping”. People are often deceived by some famous brands, which they will buy as useless commodities to feel they are distinctive.
The book is titled the death of the salesmen written in 1949 by Arthur Miller explores the impact which social forces exert on the individual into what society shapes individual identity, also about the dangers of idealism. This book introduced us to the Lomans family(Willy Loman, Linda Loman- Willy’s wife ,and two sons-(Biff and Happy)) who live in America where the cost of living is too much high.Willy head of the family who works as a salesmen was the victim of capitalist ,he was obsessed in his two boys Biff and Happy in their futures success ,Biff was living on the present now no longer at school where he used to be an expert in soccer he is older enough to become much more successful on his own ,but he is a drifter who has fallen into life of crime and his brother Happy is womanizer who is unable to establish a stable life for himself.Willy was an old man who thought he might still do his job but fortunate his sales was decreasing even his boss saw that ,Willy knew that in life you have to be successful especially when you live in America it was a place of wealthy people. Good business and successes like his brother Ben.It is when Willy started to lean on Biff’s past where he was still at school playing football and bringing home some prizes that he had won at school .that was the past but Willy kept on reminding Biff of what he would have become the most popular son.
This paper will be an analytical, interpretive essay about Death of a Salesman (1949), the most profound work by author and playwright Arthur Miller (1915-2005). Death of a Salesman received the Pulitzer Prize for drama, the year of its creation and has been reproduced over seven-hundred times. This analysis will concentrate on Willy Loman the central character of the play but also on the play as a whole. It will show that Arthur Miller’s critiques of American society still hold true to this day. That he was not just making a statement about the corporate social structure failing those that served it, or about how the American Dream in which those agencies perpetuate was dying. He was stating that the American Dream had never existed at all.
Zig Ziglar wrote the best-selling novel Ziglar On Selling: The Ultimate Handbook for the Complete Sales Professional. In his book, Ziglar describes and lists the “tools” necessary for becoming an “effective sales professional” (Ziglar 1991, xi-343). It should also be noted that “All Bible references in this paper come from the” New “King James Version of the Bible, except where clearly noted by the student” (Skorupa 2010). Beginning with the introduction and leading up to the sixteenth chapter, Ziglar gives an in-depth discussion on the elements necessary for successful conversion of “prospects” to “sales” (Ziglar 1991, xi-343). For that reason, this paper will “summarize, analyze” (e.g., explain what was “learned”), and “evaluate” the material
“Our greatest fear is not in never falling, but in getting up every time we do.” – Confucius
What is your view of failure? T.E. Kallen made the following review of the Death of a Salesman in a 1975 Time magazine: “Its theme comes across with blinding clarity- failure is the Americans will not forgive.” We as Americans do not accept failure, but is one of the few things that we view as sins.
Marketing is a core pillar of an organization and contribute significantly in its prosperity through attaining the laid down targets as well as scope of development. The position of an organization is hugely based on its competitiveness and capacity to capture a significant portion of the market in relation to the prevailing needs of consumers. Interaction of the organization with the consumers and the potential consumer in the market arena is attained through the marketing wing of the organization (Ferrell& Hartline, 2012). The preferences of the consumer and avenues of satisfaction are aligned to the established marketing frameworks. However, the success of organization marketing is highly inclined to the marketing strategies formulated and adapted towards coping with competition and eventually enhancing firm competitiveness.
By definition, strategic marketing is a firm’s ability to concentrate a limited amount of resource on an opportunity that has deemed to have the highest potential to increase sales, thereby creating a sustainable competitive edge over rivals (Brooksbank & Taylor 2007). Fundamentally, each aspect of marketing has the potential to improve or affect the performance of other marketing facets. Hence, creating a proper coordination of a firm’s activities makes it possible to eliminate unnecessary activities that interfere with efficient profit maximization processes. Strategic marketing explores ways that each of the marketing processes will reinforce each other for the best output. More importantly, strategic marketing makes each department to work
Family Guardian knows that having the right people in the right areas of the company is important. Quality in the customer service provided by its staff is key to keeping customers happy and has an influence on their overall perception of the company. Each employee at the company is required to complete a customer service course each year, administered by the company. Moreover, a training manager, a position that the company previously did not have, was hired in February of 2014 to oversee and implement ongoing training for employees in all areas of the organization. This move confirms the company’s commitment to its employees and customers.
Marketing is a very broad term, which encompasses all the activities that help businesses in identifying their customers and needs of their target market, utilising all the communication resources in order to target their target market, eventually persuading them to purchase the organisations products and services. It is much broader than the concept of selling, as selling just includes techniques of direct communication used to persuade the customers to buy the products and services of an organisation. In fact, sales are the integral part of marketing. Marketing also helps organisations to utilise all resources in an efficient way to gain customer satisfaction, which will eventually help in the growth of the company. While, on one hand, marketers tend to focus on the needs and preferences of the customers, they also need to keep a close eye on their competitors (Gillespie, 2010). Companies always look to beat down their competition with providing better products and/or services, or by providing less-expensive goods to the customers than their competitors, in order to achieve or maintain the leading position in the industry. The core focus of this paper is to identify and discuss the core aspects how managers could maintain the marketing activities of the organisation in the global context.
Before taking this course, marketing was all about product and the promotion of that product. I took a marketing course during my undergrad about 7 years ago that emphasized the 4 P’s. Building a strategy around promoting a product and/or service seemed to be the most fundamental concept of marketing to me. My narrow thinking soon changed after going into the workforce and after taking this course. Marketing is more than just telling potential and current consumers about your products and why they should buy it. Marketing truly encompasses all areas of business. A great marketing strategy needs to focus on all the new strategic marketing elements of positioning, product, logistics, price, integrated marketing communications, and service. It’s
In all reality, all businesses will, in some way shape or form, complete all of the marketing activities, even if completing these activities is not their main goal. (Dlabay 2006.) These marketing activities are product, place, price, and promotion. A business tool called that marketing mix takes all of these activities and puts them together in a way that can be used to help improve a business’s marketing strategy. Product is what the company is selling; Place is where the consumer will obtain this product; Price is what the consumer will pay for the product; Promotion is any type of communication that is intended to remind, inform, or persuade. (Dlabay 2006.) The marketing mix and the four P’s describe very well what business marketing is all about.
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...
With the current revolution in the corporate world, many organizations find the need to keep up with the set trends in the corporate scene. This is essential for them to maintain relevance as well as achieve set targets and strategic objectives. One of the aspects business management is sales personnel management. This is an important business aspect that can lead to efficiency, as well as effectiveness in business, if executed accordingly. This study will seek to analyze the various tools and techniques used in sales personnel management.