We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Nobody downloaded yet

Marketing: Sales Management - Essay Example

Comments (0) Cite this document
Difficult and depressed economic conditions are a top reason for such failure. But there are numerous other reasons such as lack of consumer proximity, poor internal processes, competition from…
Download full paper
Marketing: Sales Management
Read TextPreview

Extract of sample
Marketing: Sales Management

Download file to see previous pages... As per Robbins and Pearce (1992) company turnaround concept is explained and operationalized as “performance decline followed by performance improvement” (Hacker & Hacker 1998, p. 2). This description is closely aligned with Brandes and Brege’s definition of company turnaround: “a process that takes a company from a situation of poor performance to a situation of good sustained performance”. (Brandes and Brege’s 1993, p. 92). It is a combination of practices and procedures driven by sharp and relevant strategies that can initiate and achieve company turnaround process. Role of strategic selling is often neglected or not given its due recognition in most turnaround attempts. This paper will analyse the various practices and methods within strategic selling function which contribute to a company turnaround effort.
When an organisation attempt to improve performance within a turnaround phase, there is no single strategy that is being deployed. There is often a collection of strategies which is harnessed towards this purpose. As per Haker & Haker (1998) it is often difficult for firms to isolate and identify one single contributing factor or a single player in this rescue mission. But, much of the responsibility lies in the sales and marketing force. Haker & Sharma (1999) identified that “sales policies and procedures were crucial” for a successful turnaround strategy and generating the much needed revenue in the performance improvement. Many scholars identified that firms with marketing orientation driven by a customer focus is more adapt and capable of sustained performance (Slater & Narver 1994; Carson, Cromie, Mcgrowan and Hill, 1995). Successful turnarounds are heavily dependent upon the quality of sales strategies. Strategic selling can be seen as an extension of the marketing concept with elements such as strategic ...Download file to see next pagesRead More
Cite this document
  • APA
  • MLA
(“Marketing: Sales Management Essay Example | Topics and Well Written Essays - 2500 words”, n.d.)
Retrieved from https://studentshare.org/miscellaneous/1559709-marketing-sales-management
(Marketing: Sales Management Essay Example | Topics and Well Written Essays - 2500 Words)
“Marketing: Sales Management Essay Example | Topics and Well Written Essays - 2500 Words”, n.d. https://studentshare.org/miscellaneous/1559709-marketing-sales-management.
  • Cited: 0 times
Comments (0)
Click to create a comment or rate a document
Sales management
Various factors make the sales representative of the Electronic Goods Distributer uncooperative, rude and miss appointments. These factors entail lack of motivation, lack of skills for handling customers, and poor relationship between managers and the workers (Jones, James, & Chonko 2000).
6 Pages(1500 words)Essay
Sales Management
Sales Management Essay Introduction It is a fact that sales ethics is defined by the ethical standards which are adopted in the wake of carrying out sales deeds, activities and tasks. Sales ethics deals with the aspects of selling which are morally governed and which have a number of underlying issues to consider.
5 Pages(1250 words)Essay
Sales Management
The meaning of the word oxymoron is derived from the Greek language meaning ‘sharp dull’. It is the combination of contradictory words and is used in different ways for e.g. adjective-noun, noun verb combinations etc. Bringing two words, different in meaning together to form a figure of speech is known as an oxymoron.
4 Pages(1000 words)Essay
Sales management
The customers are creating huge demands and having more choices to meet their expectations. For generating customer loyalty, a business organisation requires accurate, absolute and current information of customers. Web based CRM facilitates an organisation to keep the entire customer records as well as manage the sales processes from initial contact towards final order.
6 Pages(1500 words)Essay
Changes in the Land Book Report
During the time of the writing of the history book, William had experienced some things that he thought needed to be changed. Some of the main things he thought he needed to address would be the depletion of natural resources (p. 45). He thought that by writing about it, something might have been done to prevent the deteriorating state of the natural environment.
4 Pages(1000 words)Book Report/Review
The Black Codes and Jim Crow's Laws Legislation Being the Reason for the Failure of Reconstruction in the US
As at the time of this difference, the Northern States underwent rapid periods of industrialization and required labors to work in the industries. The Southern States on the other hand continued to practice plantation farming with the main crop being cotton.
5 Pages(1250 words)Essay
Sales and marketing management
This applies also to those who engage in cause related marketing. Another objective of marketers is to collect information concerning where their customers prefers to purchase their products. The other objective is to collect information concerning the place that customers are expecting to hear about or learn about their products.
4 Pages(1000 words)Essay
Sales Management
eting have the tendency to act as the powerhouse for the entire economy due to which these business activities are generally more inspected from the standpoint of ethical issues2. The ethical concerns surrounding the field of sales have also evolved a debate around the topic
6 Pages(1500 words)Essay
Sales management
Training provides the necessary skill and confidence to deal with prospects/customers efficiently. To induct the new hires with the sales process: Sales process in each organisation differs. As per Churchill et al, many people (including sales people) have
5 Pages(1250 words)Essay
Sales management
Sales training teaches the employees on how to be effective salesmen/women. Sales training should be done to both the new and the experienced representatives for various reasons. All members of the sales
5 Pages(1250 words)Essay
Let us find you another Essay on topic Marketing: Sales Management for FREE!
Contact us:
Contact Us Now
FREE Mobile Apps:
  • About StudentShare
  • Testimonials
  • FAQ
  • Blog
  • Free Essays
  • New Essays
  • Essays
  • The Newest Essay Topics
  • Index samples by all dates
Join us:
Contact Us