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Selling Essay Topics & Paper Examples

Personal Relationship Selling

Successful firms are dismissing the hard-sell, short-term orientation of personal selling in favor of a customer-oriented, long-term selling model referred to as relationship selling. A lot of businesses can establish distinctive positions in the marketplace for themselves, their goods, as well as their services. This capability is a potent strength in marketing. Indeed, an effective marketing stratagem is also known for its excellent positioning strategy. However that in itself is does not guarantee customer following because it is not so much what the company says regarding one’s goods/services/organization as much as it is what the clients declare about them. It is not what businesses say to their customers but rather what they accomplish with their clients that build their position…

Case Writeups : Sealed Air Corporation

1) What has been happening in this market? How has Sealed Air (SA) been doing? To what do you attribute SA’s success? Sealed Air had achieved 25% annual growth in net sales and net earnings from 1971 to 1980. The company has been keeping a technical leadership position in the market. During 10 years, the company built on its development of the first-cell, lightweight cushioning material, introduced the first foam-in-place packaging system, and engineered the first complete solar heating system for swimming pools. Regarding the protective packaging market, the Sealed Air’s product AirCap has the feature that differentiated called “barrier-coating”. Barrier-coatng and its customer benefits had been the major driving force of Sealed Air’s AirCap cushioning sales for 10 years….

Case Study Datavast Inc.

Executive Summary Winston Hao, the owner of Datavast Inc., is operating at a loss and needs to find out a way to be profitable this year. Datavast Inc. sells Data Security Boxes to big and small companies in China who are new to the concept of cloud storage. Winston Hao needs to dial in his target market, but the real issue is not enough sales. Hao is certain to segment to try to emphasis deep in order for him to build up his company. One of the issues that affect Datavast would be that either the market is behind in data storage or none at all. It’s also in lack of protection to face bankruptcy. Hao wants to target either…

Outdoor Sporting Products Inc.

Executive Summary Outdoor Sporting Products Inc. has a number of issues regarding its product management, marketing channels, marketing campaigns, pricing, sales force, technology, and its customer service lately. Profits are down and sales have declined over the last year. Mr. Hudson McDonald is the owner and Chief Financial Officer of the Outdoor Products and sees the need for change. Mr. McDonald is in control of the sales force and believes that sales are a weakness for the company. Mr. McDonald is curious to know how he can increase sales and profits for the company without completely changing the organization. There are many changes that can occur to improve the position of the company. Rectifying many of the departments weaknesses are…

Pyramid Door Formal Case Final Draft

As a privately owned regional manufacturer of residential and commercial steel garage doors, Pyramid Doors has managed to grow a distribution network in the Western and Southwestern United States of 350 distributors broken up into 300 non-exclusive dealers and 50 exclusive dealers. This strategy has allowed Pyramid Door to capture a market share of 2.6% with total sales in 2005 of $9.2 million. While executives agree that a growth in sales of 36% to $12.5 million is necessary to achieve critical mass to preserve its buying position with suppliers, opinions are split on the correct method to achieve this goal. An increase in the marketing budget of 20% over 2005’s budget has already been approved, but four alternative scenarios about…

Main characteristics of a marketing orientated organization

Marketing-oriented organization is defined to have characteristics as having FOCUS ON CUSTOMERS and the customers are regarded as top of organization chart. Continuous analysis of the marketplace helps them to adapt, promote, and differentiate their products and service to meet customers’ needs (Enterprise automation group, accessed 2009). Through satisfying customers, these organizations can get PROFITS. The STRUCTURE of marketing-oriented organization often has few layers and their policies are not very difficult. Moreover, the STRATEGIES of a market oriented organization are generally clear and flexible because it deals with “market definition and selection, positioning and differentiation, and market entry or exit decisions” (Drumwright & Kosnik, 1989). Finally, before making important decisions, organization has to carefully consider the EXPECTATIONS OF STAKEHOLDERS, their…

Sales force automation

Introduction. Sales Force Automation is a technique of using software to automate the business tasks of sales, including order processing, contact management, information sharing, inventory monitoring and control, order tracking, customer management, sales forecast analysis and employee performance evaluation(Thomas, M.S & Michael, S.M 1996). This revolution that is sweeping through society is changing the nature of selling. For last 150 years, traditional selling process bases on the two ways communications, that is salespeople to customers, customers to salespeople. Such face-to-face selling or in-person selling can require a lot of time, energy, and expense, but the payoff can be tremendous. Despite all of the new high-tech alternatives, an in-person sales presentation is the single most powerful marketing tool in use today….

On Time Package Delivery

The report should discuss in detail the solutions to the several issues that are being faced by OTPD. Based on the conversations Wayne had with Dan Gunther (District manager-Boston), Carol Klein (Key account manager-Phil), Mike Wagner (Sales representative -DC) and Carmella Stringer (Director of Admin services- Strawn, Night and Squires), one of the few major issues seems to be the lack of follow up training on the new service –(Express delivery). It looks like the sales staff needs more information and follow-up trainings to get their message across to their customers and to make them understand about the new service effectively. The sales staff should be invited to discuss the issues being faced while selling this new service and should…

Changes in the Marketing Environment

In recent times, from an economic environment perspective, people are getting more affluent, even in third world countries like Vietnam, the younger generation are more interested in spending on the latest fashion and gadgets, like iPods. Phone marketers might want to include phone designs which allow for self-expression, hence catering to the younger people seeking to carve out their own identity. For example, young girls in Japan like to stick many shiny crystals on their phones as they see it as a form of beautiful art. Phone marketers can cash in on this growing trend by offering phones which have suitable surfaces for crystal gluing, and they might want to also consider having a tie-up with a suitable bead company…

Cutco Case Write-up

What is direct selling?Direct selling is the face-to-face selling away from a business location. It is technically a form of non-store retailing. The manufacturer sells directly to the consumer or business customer as does Dell, Inc.Direct sellers are not employees of the company. They are independent contractors who market and sellthe products or services of a company in return for a commission on those sales.Direct selling is a push-marketing strategy where there are no physical stores. Orders are usually placedin person or via the consultant’s Web page. Sometimes the phone is used to place orders or reorders, but only about 12% of sales take place this way. Home shopping parties are the most widely recognizedsales method, where friends, family or…

”The Hunger Game” by Suzanne Collins

The novel The Hunger Games written by Suzanne Collins. This novel talks about 12 districts that are controlled by the Capitol and the Capitol created The Hunger Games to remind people of the districts about dark day. In the novel, the most prevalent tones are sadness and anger. The Capitol provides 12 districts a dark life, and it also sets a cruel game for the people. All the time, tributes are forced to do something that they do not want to do. Capitol provides 12 districts a dark life. First of all , there is not enough food to feed people, so they have to hunt in the woods, but this is not allowed for anyone. For example, “Most of…

A Newsletter About Solutions and Creating Exceptional Value

High Impact Projects A Newsletter About Solutions and Creating Exceptional Value Software Company Narrows Focus from 1 Million Prospects to 40 – Closes 30 Sales in First Year! After 3 Years of Revenues Less than $2 Million, Sales Soar to $75 Million in 4 Years! Systems Produce Paybacks for Clients of more than 10-to-1 Stopped Trying to Sell to Information Technology Department – Found Line Executives With An Urgent Need to Buy CEO Found a Way to Reduce Risk and Capture Financial Upside A Repeatable Pattern Emerges Compiled by Tom Ingram, PMPi Before Jeff Miller took over as CEO, Documentum had suffered three years of flat revenues, never exceeding $2 million per year. After Miller took over, the next year’s…

Nordstrom: Dissension in the Ranks?

Q1) What is the cause of the problems described in the case? How serious are these problems? The main problems of Nordstrom are its compensation and incentives policies that are distorted. This company uses a Sales-per-Hour ratio as the leading in performance evaluation and work compensation. This performance indicator is not properly balanced by other important factors, such as customer satisfaction, it just focus the sales and the number of hours worked. The integral part of the problem is also the differentiation of “non-sell” and “selling” hours. The lack of transparent performance measures also spelled trouble for the employees of the company. They are always working a lot, not being paid for the extra hours of work and the measure…

Avon Promotion

We employ certain web enabled systems to increase Representative support, which allow a Representative to run her or his business more efficiently and also allow us to improve our order-processing accuracy. For example, in many countries, Representatives can utilize the Internet to manage their business electronically, including order submission, order tracking, payment and two-way communications with us. In addition, in the U.S. and certain other markets, Representatives can further build their own business through personalized web pages provided by us, enabling them to sell a complete line of our products online. Self-paced online training also is available in certain markets.In some markets, we use decentralized branches, satellite stores and independent retail operations (e.g., beauty boutiques) to serve Representatives and other…