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Question |
Answer |
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Character Distribution: |
Goods(material), Money(inmaterial), Information |
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Distribution levels |
Zero level direct(central, dezentral) ,one level indirect, zwo level indirect, multilevels indirect |
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Width dimensions of Distributionchannels |
ubiquitouse d.(all possible actors) Zigis, coke//Intensiv d. (nearly all possible actores) consumer electronics//selective distribution (only selected actors) Pharmacie// Exclusive distribution (only one actor) cars |
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Distribution channel variations: |
Miono/ Dual- / Poly-/Closed -/open-/ |
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Mobility of Suplayer/ Customer: |
Residence(C+S-) place of seller; Domicile (C-S+) place of buyer; Rendevouz (C+S+) neutral place; Distance (C-S-) no place contact media |
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Sales Organization differentiate |
between Hierarchical & Process Organization |
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Process Organization: |
P. Definition, P. Design, P. Implementation, P. Optimization |
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American vs European Sales Organization: |
(Sales subunit / sales same unit as i.e. marketing),(intern focus vs extern focus),(unflexible vs flexible),(slow reaction vs fast reaction) |
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Sales Organization depends on |
on Product/Areas/sales channels/customer groupe |
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Calculate Sales people: |
Work load |
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Sales Strategies |
Corporate S., Marketing s., Sales s. |
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Market analysis and development questions |
where market, how big market, profitable market?, market segmented |
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Market field strategy |
P.development, M.development, diversification |
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Time strategy |
: Phases of the product life cycle |
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Competition strategy: |
Innovate, imitate, Avoid comp., Face compt. |
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Customer planning |
Definition, Segmentation, Assessment(ABC,BCG(desinvest, selective, growth strategy)), Profiling(needs, sucess indicator), Action planning(sales tools), Sales planning |
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Sales Organization layout |
Depth and width of distribution channels / customer segments, Resources, Communication, Methods |
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Share of Market (SOM): |
company prefor. / Compet. prefor. (or Potential) |
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Share of Customer (SOC): |
nr. of own customers./ total nr. of customers |
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Balanced scorecard: Four dimension |
Finance(revenue stracture, revenue developement, discount structer), Processes (quotation time, order administration time, share of automation), Train/Develope, Customers (value, marketshare, profibility) |
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Remme
