Sonia Kukreja Types of Salespersons The selling tasks are to win new businesses by identifying and selling to prospects. These salespersons should maintain good relations with current customers who can provide the leads. They should also be prepared to make a lot of cold calls and visits. Order Takers Order takers are not expected to persuade customers … Read more
Challenges in Personal Selling Personal selling involves face-to-face contact with a customer. There is a direct interaction between the buyer and the seller. In this two-way communication, the seller can identify the specific needs and problems of the buyer and tailor the sales presentation in light of this knowledge. But the audience with the customer … Read more
Sales Promotion Objectives The most basic objective of any sales promotion is to provide extra value that encourages purchase. When it is targeted at consumers, the intention is to stimulate consumers’ purchase. When the trade is targeted, the objective is to induce distributors to push the product. Sales Promotion Objectives are as follows: 1. Fast … Read more
What is Enterprise System (ERP)? Earlier, in large organizations, different information systems were used to serve different business functions like sales, marketing, production, manufacturing, etc., separately. An enterprise resource planning (ERP) system corporate with organizations to enhance business management and operations within a centralized database. Agencies incorporate ERP software to assimilate business processes, accumulate operational data, improve supply-chain … Read more
What is Supply Chain Management? The concept of supply chain management is not new but it has become increasingly important for the last few years. With the shifting of business focus from manufacturing to customer value, companies are not much concerned about manufacturing costs or producing high-quality products. Rather the major challenge is to deliver … Read more
Customer Relationship Management Customers have always been valuable for businesses, but today their importance is very much appreciated for the profitability of the enterprise. This is large because of rapid globalization and growing competition. Customers now have a variety of options available to them for purchasing a particular product. They can easily make comparisons, shop, … Read more
Group Decision Support System (GDSS) A group decision support system (GDSS) is an interactive computer-based system that facilitates a number of decision-makers (working together in a group) in finding solutions to problems that are unstructured in nature. They are designed in such a way that they take input from multiple users interacting simultaneously with the … Read more
Five-Factor Model or ‘Big Five’ of Personality Five-Factor model follows the Traits approach to personality and experts agree that it is valid and it effectively captures the salient aspects of personality that are stable. The five-factor structure is designed to take care of cultural differences in socialization and allows self, peer, observer and stranger ratings … Read more
Major Types of Information Systems A typical organization has six information systems with each supporting a specific organizational level. These systems include transaction processing systems (TPS) at the operational level, office automation systems (OAS) and knowledge work systems (KWS) at the knowledge level, management information systems (MIS) and decision support Systems (DSS) at the management … Read more
Edwin Locke’s Goal Setting Theory of Motivation Edwin Locke’s goal setting theory is among the most dominant theories of work motivation. Systematic and rigorous reviews and meta-analyses have found substantial support for the basic principles of the goal-setting theory. This theory emphasizes that all behavior is motivated, and motivation is a goal-directed process. So, the … Read more
Decision Support Systems (DSS) A decision support system is an interactive computer-based system that serves the decision making needs of managers. It provides managers with information that enables them to make both semi-structured and unstructured decisions. A DSS employs various analytical models to perform a low-level analysis of data and produce information. A manager can … Read more
Product Life Cycle (PLC) A product is delivered to go through definite life stages, in the same manner as living organisms do. They are first introduced in the market and customers accept the product if they find it serving their needs. Sales grow rapidly. Finally everyone who need the product acquires it and sales plateau. … Read more
What is Decision Support System? A decision support system (DSS) is an interactive computer-based information system that, like MIS also serves at the management level of an organization. However, in contrast to MIS (that processes data), it processes information to support the decision making process of managers. It provides middle managers with the information that … Read more
What is an Organization? According to Weber, an organization is “A social membership which limits or closes admissions of outsiders by rules…..so far as its order is enforced by the action of specific individuals.” An organization provides a common platform where individuals from different backgrounds come together to perform various tasks and activities to achieve … Read more
Edgar Schein’s Model of Organizational Culture Edgar Schein proposed a model of an organizational culture where the basic assumptions shape values and the values shape practices and behavior, which is the visible part of the culture. Organizations do not adopt a culture in a single day and in fact learn from past experiences and start … Read more
