Given the following information from evaluations of the performance of different sales representatives, what can you conclude about why the reps are not achieving quota? (Assume each is not making quota.)

a. Rep 1: Achieved goals for sales calls, phone calls, and new accounts; customer relations are good; no noticeable deficiencies in any areas.

b. Rep 2: Completed substantially fewer sales calls than a goal. Many phone calls, but primarily with one firm. Time management analysis shows the sales rep spends a disproportionately large amount of time with one firm. New accounts are low; all other areas good to outstanding.

c. Rep 3: Number of sales calls low, below goal. Telephone calls, letters, proposals all very low and below goal. The evaluation shows poor time utilization. The very high amount of service-related activities in rep’s log; customer relations extremely positive; recently has received a great deal of feedback from customers on product function

Career Goals Statement

• Write down your long-term and short-term professional goals, and explain how they relate to this specific position.
• Prioritize your goals (bullet list).
• Fill in the gaps. Identify 2-3 steps you will need to achieve both your short- and long-term goals (skills, certifications, experiences).

Describe how contract formation rules work in an auction situation. Discuss:
a). How offers are made;
b). How offers are accepted;
c). When offers can be revoked;
d). What results from an auction being listed as “without reserve”
e). Describe a fact situation where auction contract rules would apply.

Lincoln was transformed from a politician at this point into an authentic, transformational leader. He carried this country through a war and managed to keep this country together, truly preserving the Union, and also ending the institution that allowed for people to own other people as property. Please discuss what were the qualities, characteristics, or any other attributes that made this so. Was he not the same man? What changed between the two speeches? What changed that made him the type of leader that inspired awe, loyalty, and, in others, hatred. Was he the type of effective leader that America needed in one of its darkest hours? if so why, if not, why not?

What is the most useful source of information on customers generated by any company? Identify all the possible data available on that source.

Why is attitude so important to a successful closing? What are some aspects of a positive attitude that you believe contribute to success in closing (and in selling in general)?

1. Explain how the business planning process is one of revision. Explain two clear examples of your own (not those in the textbook) showing how your calculations in the financial section of the business plan, may force you to go back and change elements in previous sections of the plan.

How can a firm use a cumulative expenditures curve--illustrating the firm's HISTORICAL pattern of product development costs--to guide/improve its future development efforts? (5 points)

Someone says: “Our firm focuses on maintaining long-term relationships with our customers. We don’t have to do any prospecting.” Evaluate this statement.

Read Case Activity: A Social Media Campaign for Yogurt Program on page 244.

Answer the questions in the Writing Prompt section and provide your opinion on the use of social media (based on the chapter) for the public relations activities part of their marketing plan. Participate in the discussion on Social Media with someone else in the course. This is page 244: The discussion on the previous pages examined ways in which an individual can formulate persuasive messages. The ability to use these techniques often leads to charges that public relations practitioners have great power to influence and manipulate people. In reality, the effectiveness of persuasive techniques is greatly exaggerated. Persuasion is not an exact science, and no surefire way exists to predict that people will be persuaded to believe a message or act on it. If persuasive techniques were as refined as the critics say, all people might be driving the same make of car, using the same soap, and voting for the same political candidate. This doesn’t happen because several variables intervene in the flow of persuasive messages. Elihu Katz says the two major intervening variables are selectivity and interpersonal relations; these are consistent with the limited-effects model of mass communication.

For purposes of discussion, the limitations on effective persuasive messages can be listed as:

(1) lack of message penetration,

(2) competing messages,

(3) self-selection, and

(4) self-perception.

This is a Public Relation Subject.

Mark Anderson, a 36 year old married male, will be sent to India to work in the sales office of your medium sized manufacturing facility that produces professional and causal clothing for women. My staffing approach is geocentic – Mark’s position is head of international sales in the sales office. Mark will take is wife Susan who is an elementary school teacher and their son, David who is in the 7th grade. Mark’s assignment is for 3 years. He and his family will then move back to the company’s headquarters to work.

You will need to develop a plan for: Pre-departure training for Mark and his family.

In-country training for Mark and his family.

Repatriation program for Mark.

Position and compensation for Mark upon ending his assignment.

Question 2 options: Groovy Juice Mixers, Inc. Groovy Juice Mixers, Inc. mixes specialty drinks out of apple, guava, and papaya juices. Currently it has 1300, 700, and 600 gallons of each of these kinds of juices in inventory, respectively. Groovy currently has two products, Tropical Breeze and Guava Jive, which sell for $2.20 and $1.70 per gallon, respectively. Tropical Breeze is a mixture of all three ingredients that consists of 20% to 25% guava juice, and also 20% to 25% papaya juice. Guava Jive consists at least 50% and at most 55% guava. It does not have to contain papaya juice, but if it does, it may be at most 10% papaya. Assume inventory is a sunk cost, and that the costs of mixing are negligible. Therefore, Groovy's goal is to obtain the maximum possible revenue from the inventory on hand.

To do this problem you will need 6 Decision Variables:

TA = Number of Gallons of Apple Juice Used in Tropical Breeze

TG = Number of Gallons of Guava Juice Used in Tropical Breeze

TP = Number of Gallons of Papaya Juice Used in Tropical Breeze

GA = Number of Gallons of Apple Juice Used in Guava Jive

GG = Number of Gallons of Guava Juice Used in Guava Jive

GP = Number of Gallons of Papaya Juice Used in Guava Jive Find each of the following:

TA = TG = 608 TP = GA = GG = GP = 16 Total Revenue = (Leave off $ sign and commas) Hint: Total Revenue is between 5536 and 5646

Select one of the following case studies (located in your textbook):
Then complete the following:

• Add your opinion about the choices and decisions being made—if this was your company would you make this choice?  
• What would you do differently?

CASE 1-1 BA-ZYNGA! ZYNGA FACES TROUBLE IN FARMVILLE
CASE 1-2 FRACTURING THE LABOR MARKET—EMPLOYMENT IN THE OIL SERVICES INDUSTRY
CASE 2-1 CATALYA HATS: PULLING A RABBIT OUT OF THE HAT OR COMING UP EMPTYHANDED?  
CASE 2-2 STRATEGY-DRIVEN HR MANAGEMENT: NETFLIX, A BEHIND-THE-SCENES LOOK AT DELIVERING ENTERTAINMENT  

Company: Apple

Discussion Question Chapter 7: Customer Profile Instructions Write a post for the Discussion Forum on this topic, addressing the questions below. Each part should be 1–2 paragraphs or several bullet points in length. Part 1: Identifying the Customer and Problem Describe a primary decision maker in your target segment: who they are, what they like, how they make buying decisions. Describe the primary problem(s) your organization, product or service will help them solve. Part 2: Factors Influencing Customer Decisions Provide a brief profile of your target segment using at least three of the following categories: Geographic characteristics: e.g., location, region, population size or climate. Personal and demographic characteristics: e.g., age, gender, family size, family life stage, income, personality. Social and Psychological characteristics: e.g., culture, social class, lifestyle, motivation, attitudes, reference groups, beliefs. Situational characteristics: e.g., buying situation, level of involvement, market offerings, frequency of use, brand loyalty. B2B/organizational buying considerations: e.g., individual factors, organizational factors, business environment factors, types of complexity Part 3: Reaching the Customer Based on this profile, identify 2–3 marketing strategies or tactics you believe would be effective at reaching this target segment, and briefly explain why they are a good fit. Part 4: Respond to Classmates’ Posts After you have created your own post, look over the discussion forum posts of your classmates and respond to at least two of them. Part 5: Incorporate Feedback Review the feedback you receive from classmates and your instructor. Use this feedback to revise and improve your work before submitting it as part of the “Marketing Plan, Part 2” assignment.