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Goal setting can be a great motivator, and when done incorrectly it can be a de-motivator. Some factors that impact a sales rep's ability to achieve their sales goals are within their control and some are not. When reps are not achieving their goals a sales manager would want to consider how they are spending their time (input or activity goals). If their time allocation seems in order then an examination of the quality of their work would be warranted. Some factors affecting goal attainment are outside of a rep's control. The goals may be in error because of flawed marketing research, changes in marketing mix variables, underachieving promotional campaigns, delays in distribution, new competitors, environmental factors than impact demand, adverse laws and regulations, as well as other factors.
The sales goals for one of the territories you manage have been set at $1.7 million for the upcoming year. There are three sales people in this territory: Adler, who is four weeks out of training; Ella, who has six years of experience and is considered a fair (but not great) performer; and Emma, who has 11 years of experience and is a lead performer.
Set three goal levels for each representative and explain your rationale for each.
Provide quantitative goals related to market share, profits, customer base, number of units delivered/sold, and number of prospects converted to customer for the resource industry of Caterpillar
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Specify the nature, structure, types of products or service of your chosen organization, and two (2) key factors in the organization's external environment that can affect its success. Provide explanation to support the rationale
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The objective of this assignment is to go beyond theory to provide you with the necessary tools to apply the marketing concepts presented during the weekto your consumer experience or to your organization or the industry in which it operates. Eval..
What is the global market segment? Pick a market that you know something about and describe the global segments for this market. Why is positioning an important tool for global companies?
Please find an article published in the last three years on the same topic or the topic of physician's acceptance of advertising in today's environment.
throughout this class you have examined the product or service of a company and addressed market segmentation pricing
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